SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. They blow out their quotas and get pats on the back.

Territories 87

Territories Revenue Data CRM 87

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Poor or excessive customer coverage if territories are too small, leading to missed revenue.

Territories 40

Territories SalesForce Incentives Incentive 40

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Consider travel, time understanding the clients and market, generating leads, and more. In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota.

Wireless 264

Wireless Discount Face-to-face Scale 264

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. You know the stereotype–the aggressive closer who is a road warrior with lots of overnight travel and is part of the old boys club.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

MARCH 27, 2017

Given the “advancements” in sales technology since the above statement was made, there is no reason why sales people should not be in a position to know how their year will turn out and what they have to do to make sure it turns out above quota. Your Quota Is Not A Plan. If you answered yes, then why are so many sellers achieving less?

Account Based Marketing 120

Account Based Marketing Quota Construction Pipeline 120

Score More Sales

AUGUST 20, 2012

Because of Dale, I always thought it was cool to have a career where you did not need to travel anywhere – and have amazing relationships with customers- at the time it was all done by phone and fax - way before video conferencing. Travels and makes in-person calls. Works a territory of some type. Carries a quota.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

Pointclear

OCTOBER 20, 2016

These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ The result?

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. If a rep is not retiring quarterly quotas within a year, let them go. Resource Allocation. An electronics manufacturer was seeing declining revenue per head. Hire slow and fire fast.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Understanding the Sales Force

MAY 28, 2014

Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. The best players getting the advanced instruction on the travel teams improve the most. The June issue of Top Sales Magazine has been published and you can download it here.

Training 248

Training Coaching Comparison Territories 248

Pipeliner

MARCH 2, 2018

Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory. The job of a sales manager is to provide a succeeding environment for salespeople.

Sales Management 94

Sales Management Hiring Demand Generation Agencies Territories 94

Hubspot Sales

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Travel costs. For example, maybe Rep Carol’s January quota is $5,000. Rep Shane, who’s still ramping, has a $3,000 monthly quota. Of course, you’ll probably have more than one goal. Identify the most important, then rank the rest by priority. Strategies and tactics.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Closer's Coffee

APRIL 23, 2020

They often travel to meet customers face-to-face, as well as to maintain relationships with existing customers at their place of business or interacting at networking events, trade shows and conferences. Travel could take up to between 40-50% of their time daily.**. Inside Sales Reps. But, there are other things to consider.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Xactly

AUGUST 20, 2018

To obtain and manage this data properly, sales organizations need automated sales performance management (SPM) solutions to help facilitate their planning strategically, from territories and quota allocation, to compensation planning and management. Design Fair, Balanced Territories.

Data 45

Data Territories Compensation Incentives 45

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. But who has higher on-target earnings, better quota attainment, and brings in more revenue? Quota Attainment. of reps reach quota attainment each year. higher quota on average than inside sales reps.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Hubspot Sales

AUGUST 4, 2020

Jill Fratianne , HubSpot North American Channel Account Manager, frequently reminds me that your quota is not an indication of your effort, your thoughtfulness, or your values. "If It breaks out everything he has to do for the year, with quota relief, number of deals, and deal size so he knows every day where he stands.

Positioning 136

Positioning Hubspot Face-to-face Quota 136

SBI

SEPTEMBER 12, 2018

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. Celebrate crushing your quota. Travel light. Go beyond sales enablement to create a sophisticated selling experience that buyers value. Booth 1728. Wear your comfy shoes.

Vendor 106

Vendor InsideView Hotels Hiring 106

Hubspot Sales

NOVEMBER 28, 2017

Quota: What is the minimum acceptable revenue for the salesperson who’s been in this position for a year? Ramp-up quota: What will this salesperson’s ramp-up period be and what will their reduced number be in the meantime? Travel: Is there travel involved? Reporting structure: Who will this salesperson report to?

Hiring 102

Hiring Salary Compensation Social Media 102

SalesLoft

JULY 18, 2016

Example data points include the velocity at which leads travel through the funnel, characteristics of leads that are most likely to be accepted by sales, and which marketing methods are truly driving revenue. Sales Executive Management: Ever wonder how those territories, duties and responsibilities are assigned? It’s all in the data.

Sales Operations 52

Sales Operations CRM Data Top of Funnel 52

Sales Hacker

APRIL 11, 2019

This sales rep may get nervous and frustrated when management talks about cutting territories, making changes to alliances, strategic partners, the inbound lead system, or anything that affects their current opportunity to make money. technology, travel, marketing, enablement, award money, etc.) For her, it is all about the numbers.

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

Xactly

APRIL 2, 2018

So, if an employee beats their quota, they might also get a higher rate of commission. An Enterprise company might very well offer a medium base salary and a medium commission because they already have an established pipeline of incoming sales and managed territories. For example, rewards should be given based on specified activity.

Commission 56

Commission Small Business Small Business Enterprise 56

Partners in Excellence

NOVEMBER 1, 2011

Do you have a plan to achieve your quota? Are you managing your time and travel most effectively? There are other plans you should have–account, territory, and others. Are you adjusting and updating your opportunity plan based on the outcomes of this call? Do you know how many prospecting calls you need to make this week?

Pipeline 92

Pipeline Territories Objections Exercises 92

SBI Growth

SEPTEMBER 18, 2019

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

How To 254

How To Hiring Sales Travel 254

Don on Selling

DECEMBER 2, 2018

And finally, many companies, both small and large, prefer having salespeople work remotely in defined territories to save on travel expenses when visiting important customers or prospects, or attending trade shows. You can do this by either traveling to your company’s main office or by inviting your manager to stop by.

How To 40

How To Hiring Skype Travel 40

Vengreso

DECEMBER 2, 2020

They test everything from the food we eat and the water we drink to airplanes that we’ll eventually go back to when we travel. In this episode, Remy and I discuss the four major pillars for a strategic sales plan that closes the gap to achieving quota and building a healthier sales funnel. How to Create a Successful Sales Plan.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Partners in Excellence

SEPTEMBER 28, 2016

Route/Travel planning. Account and territory management. They’ll present compelling data: “81% of top performers use our tools,” making you think the reason they are top performers is because they use the tools. Meeting management, web conferencing, video, webinar, podcasting. Collaboration. Note taking. Prospecting.

Marketing 48

Marketing Lead Gen System Tools 48

SBI Growth

NOVEMBER 15, 2019

It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity.

Objections 212

Objections Revenue Meeting Travel 212

Xactly

JUNE 18, 2018

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Quota allocation. Optimizing Territory Design with Data Intelligence.

Territories 54

Territories Data Hiring Quota 54

Nutshell

MAY 29, 2018

Your sales team is split into geographical territories, with each rep (or group of reps) responsible for a specific area. Identify the make-or-break stages in your sales process, and keep a close eye on how well leads are traveling through them. #3: This can be very helpful if…. 3: Win Rate. 5: Sales Forecast Accuracy.

Sales Process 82

Sales Process Top of Funnel How To Pipeline 82

OutboundView

AUGUST 16, 2019

You can generally find them traveling around their territory to meet prospects. Once their contacts are all dried up and they don’t make quota, you move onto the next one. Outside sales teams typically close sales, that’s their core responsiblity. They will take part in actions such as: . Field events. Speaking events.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

Crunchbase

JUNE 21, 2022

Inside sales strategies leverage technology to connect with leads and convert them into customers without the need for either party to travel or meet in person. Customer acquisition cost (CAC) – The travel and time expenses racked up on pursuing outside sales vs. inside sales means the end cost of customer acquisition is usually much higher.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

PandaDoc

APRIL 3, 2023

That includes: The cost of traveling to and from each prospect’s house for every conversation Expenses associated with company vehicle maintenance Money you’d otherwise spend on portable equipment for salespeople On top of this, speaking with more potential customers each day also contributes to reducing the cost of your sales.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Sales Hacker

APRIL 17, 2019

Travel apps. It’s an online productivity tool for those often finding themselves traveling, in flights, or in online meetings. Traveling is not an excuse to fall behind on your industry news. Best Travel Apps. Streamline your travel plans, and keep your focus where it belongs –– on your job! Learning apps.

Travel 110

Travel Hubspot Microsoft Google 110