Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Crunchbase

AUGUST 2, 2021

In the “Crunchbase 101 for Sales” series, you’ll learn how to leverage Crunchbase’s all-in-one prospecting software to streamline your sales workflow and crush your quota. Your quota isn’t getting any smaller, and your territory isn’t getting any bigger. So, how do you find more qualified leads in your territory, faster?

Ideal Customer Profile 64

Ideal Customer Profile Sales Qualified Lead Territories Leads 64

DiscoverOrg Sales

OCTOBER 27, 2016

It wasn’t until after my own special brand of analysis, that I would begin full-on selling. Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Janek Performance Group

APRIL 17, 2024

However, the report does note a downward trend in support: Quota attainment has been holding steady between 81 to 90%. Support is directly tied to quota attainment. Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. Plus, sales BDRs attain quota more, by as much as 10%.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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

DECEMBER 3, 2018

Stop Playing Quota Planning Roulette. Part of this includes quota planning. In today’s post, I’ll address what is arguably the most emotionally charged sales planning function— quota planning. Quota allocation elicits strong feelings for reps, managers, and executive leadership. The Price of Poor Quota Planning.

Quota 77

Quota Territories Incentives Incentive 77

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

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

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Time and again, we go through dry spells and wonder how to hit our quota at any given period. Are you familiar with cross-selling strategies for prospective buyers? Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Hubspot Sales

OCTOBER 11, 2017

Imagine your company without sales quotas. According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas. In fact, less than 7% of the participants said they would eliminate quotas. In fact, less than 7% of the participants said they would eliminate quotas.

Quota 83

Quota Hiring Compensation Motivation 83

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

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

Hubspot Sales

MAY 14, 2019

The reality is, they're both going to screw up. The Top Quota-Killing Mistakes. To give you an example, suppose a rep sells in a competitive landscape. As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. Q2 : 99% of quota.

Quota 88

Quota Forecasting Buyer Persona Networking 88

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

Territories 41

Territories Incentives Incentive Compensation 41

Zoominfo

DECEMBER 16, 2020

Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . And unlike most these applications, CRMs fail to help selling professionals, you know, sell. ZoomInfo Salesforce Sync for Territory Management.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Analysis Government Distribution 113

Sales and Marketing Management

FEBRUARY 28, 2019

In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell. Rather, success today comes from the methods sales leaders use to set up their team and take down a market. It comes from the way sales teams set up territories and quotas, measure their effectiveness, and adapt to changes.

Strategy 149

Strategy Marketing Incentives Incentive 149

SBI Growth

APRIL 21, 2013

But when we ask, "How do you determine performance, besides quota attainmnent?" Quota attainmnet is a good starting point for talent assessment. In fact, many reps who achieve quota aren’t all-stars. Download our “A” Player Calculator and build a talent scorecard on more than just quota. details become elusive.

Territories 303

Territories Quota Engineering Resources 303

Pointclear

MAY 14, 2018

Quota Changes. This is a fact of life for salespeople, and as they become more experienced, they can expect a change in quotas from year to year. New quotas are immediately factored into forecasts, but the numbers may take 3-6 months to materialize, if at all. Territory Adjustments. But, the changes need to be realistic.

Territories 124

Territories Quota Sports Compensation 124

SBI Growth

SEPTEMBER 19, 2012

Is it by quota attainment only? The owner said: “They can’t sell”. Sign up for our Making the Number Tour to discuss this in detail with your company and customize a SM measurement system. Common Non-Quota Metrics: Turnover: The number one reason some leaves is their boss. Lost Selling time (a.k.a: He is lazy.”

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. Coincidentally, around the percentage mark of where they were to quota. I think it has to do with the hoarder mentality that permeates sales thinking. “The

Territories 303

Territories Top of Funnel Account Funnel 303

SBI Growth

MARCH 23, 2013

Let’s look at a common scenario: Bob receives his quota number for the year. It went up substantially, but the total sales heads did not go up. Outside of the red circle, adding heads will be tough to sell to the CEO. Territory Potential - Top Down. Inputs: Revenue potential by territory. # Selling time %.

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257

SBI Growth

OCTOBER 6, 2013

To get this tool, sign-up here. Especially if the number of sales reps hitting quota is usually low. On the contrary, it may be that Reps are resigned to not making quotas. Reps give up and learn to live off of base salary. If it’s been the same year after year, it might be time to shake things up.

Compensation 293

Compensation Territories Incentives Incentive 293

Corporate Visions

JULY 2, 2020

As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Don’t do a territory redesign project without knowing exactly who you’re targeting. Messaging is focused, content is relevant, closing rates go up.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Pointclear

NOVEMBER 27, 2017

“Our numbers are off substantially,” he said over lunch some time ago, “but our individual salespeople are making quota for the most part. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

A Sales Guy

JANUARY 21, 2013

As VP of Sales or Head of Sales, making quota is your job. Therefore, knowing whether or not your team is going to make quota as early as possible is critical. I know who is going to make quota this year and who isn’t. They have no idea how they are going to make quota. Quota is missed most by this group.

Quota 127

Quota How To Penetration Face-to-face 127

SBI Growth

DECEMBER 18, 2012

Revenue Contribution Ratio : Over 35% of quota is achieved from big deals. These deals ensure you will exceed your quota. ‘A’ Selling Weeks Ratio : You cannot afford open Sales Manager or Sales Rep Positions. ‘A’ A’ player SMs today use Linked-In and Intra-personal connections ensuring no open territories. talent level.

Sales Management 300

Sales Management Lead Rank Lead Scoring Ideal Customer Profile 300

The Pipeline

MAY 7, 2019

When you ask them straight up, they always have a reason or excuse. I remember a rep about two years in the territory, telling me he has earned the right not to prospect. The 20% who consistently deliver quota, usually point to their focus on filling the funnel, not just clearing it, as the source of their success.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Alice Heiman

OCTOBER 14, 2020

As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Have you ever wondered why a salesperson doesn’t hit his quota? . So , blaming salespeople for not making quota seems pointless.

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

PandaDoc

APRIL 26, 2023

Selling is arguably a line of work where personal attachment matters the most. Now the question is, how do you set up a commission structure that works great for employees and employers? Territory volume Territory volume is a commission paid off based on revenue from a specific region. The idea here is quite simple.

Commission 52

Commission Salary Margin Scale 52

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? Here are 4 immediate and then 3 longer-term things the HR leader can do to help out: (Sign-up for the Make the Number Tour for more in-depth discussion). Give the territory to the Sales Manager.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

BrainShark

AUGUST 7, 2022

Pipeline-to-quota ratio. Unfortunately, that’s exactly what sales leaders do with inflated pipeline-to-quota ratios. So while you might have a five-time pipeline up top, mechanisms should be in place to reduce it to 2.5-times Over-assignment of quota. million quota, as a way to hedge their bets.

System 62

System Revenue Top of Funnel Quota 62