Sales Planning Fundamentals Part Four: Territory Planning


In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Is Your Territory Planning Still Stuck in the Dark Ages?

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Why is sales territory planning important?

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

Research Reveals Best Practices for Sales Territory Design


By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design. Sales Sales Territories

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. Retention. retention and engagement.

Inventory Clearance B2B Style

The Pipeline

Territory Plan Tibor ShantoBy Tibor Shanto – This time of year is an interesting time for the retail trade.

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Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. Account retention and growth – It’s more than just building a relationship with customers.

10 Sales Statistics You Should Know in 2019


Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan.

Is The Concept Of Hunters And Farmers Relevant Any More?

Partners in Excellence

The sales person’s job is to maximize the share of account or territory for which they are responsible. I believe it is our God-given right to 100% share of customer and share of territory. We have to sell more within our territories and accounts every year.

The Best Sales Pitch Isn’t a Pitch at All

Hubspot Sales

One story we rely on highlights success our clients have in building and sustaining healthy staff retention. Having heard this story, one particular prospect with salespeople operating across 100 different territories reached out to see whether they could find similar retention success.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan.

How To Survive The Great January Talent Exodus

Sales Benchmark Index

If you’re caught totally unprepared, the territories are vacant for months. Sign up for our 2013 Tour and receive the Talent Retention Checklist to start planning for your new year. Replant these seedlings in a ripe territory when necessary.

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Brick Walls and Customer Focus

Jonathan Farrington

As client companies branch into new markets and unfamiliar territories, they are demanding unique, flexible solutions from their vendors – customized to support specific goals. General Account Management Customer Focus Customer Retention Key Account Management In a recent post I highlighted the need to focus – and I mean really focus – on your existing accounts, for a reasonable percentage of your scarce selling time.

Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis


Are we assigning effective territories? Download "The Impact of Tenure on the Retention of Top Performers," to see the results extracted from the Xactly Insights application, a powerful solution which leverages 13+ years of proprietary, pay and performance data to drive intelligence.

Sold – Now What?

Jonathan Farrington

Phase Two : prospect conversion/closing the deal, and finally, Phase Three : client/customer retention and development. This is what I refer to as “only me” territory, and is much more safe (if we can ever be totally safe) than residing mid-ladder in “me too” land.

Hunters In Major Accounts?

Partners in Excellence

Most of the thinking is dominated by retention strategies. This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory.

The “Real Cost” Of A Salesperson

Partners in Excellence

Stated differently, I’ve never seen a manager fired for consistent lack of attention to talent acquisition, development, and retention. Customers don’t stop buying just because you might have an open position or open territory. We need to start thinking about firing sales managers and executives who do not put talent acquisition, development, retention as their top priority. What About Sales Person Retention?

You Don’t Need To Be Manager To Be A Leader

The Pipeline

Second, is a territory that flourished under the rep in question, now sits vacant while the “new manager is replaced”, risking customer satisfaction and retention. By Tibor Shanto -

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The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

Traditional HR leaders would see this as a motivation, compensation or retention problem. Competency profiling and retention strategies won’t align today’s sales team with the customer. Changes to compensation and territories are under way to fix today's issues.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory.

How the Fastest Growing Startups Build Their Sales Teams


The Aberdeen Group surveyed more than 200 companies, and those with a comprehensive onboarding program scored significantly higher profits and employee retention, productivity, and satisfaction. To achieve explosive growth, technology startups need to have world-class sales teams.

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Here, out of twenty-one territories, four were empty (19%). Vacant territories, accounting for inbound requests, generated 50% revenues of a staffed territory. It gives reps a sense of personal growth and fulfillment (and improves retention).

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

If it’s customer retention you’re looking for, well-aligned sales and marketing teams produce 36% higher customer retention rates and 38% higher sales win rates, according to MarketingProfs.

Why tread water in an Us versus Them Business Model?

Babette Ten Haken

As a result, each department’s territoriality can add up to organizational compromise, competitively. Read these related posts on professional innovation , workforce engagement and customer retention. . Are you treading water, feeling all alone, within an Us versus Them business model?

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Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance.

How to Design a Fast Ramp Training Program

Sales Benchmark Index

And deliver them in a manner that ensures retention and adoption. Training Methods: Role plays: Repetition leads to retention. Give historical context to the territories/accounts. Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps.

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

Retention - Top performers who are failing to achieve their expected income are at risk. A compensation problem may soon morph into a retention problem. Territory potential and/or Quota calculated incorrectly. It's a critical time of year for sales compensation.

Understanding the Fundamentals of Effective Sales Rep Management


It lays out territories, quota, compensation, and the strategy your team will employ to reach company objectives. In order for reps to hit their numbers, they need well-designed territories, informative enablement tools, and a motivating compensation plan.

Sales Planning Fundamentals Part One: Driving the Right Approach


If territories aren’t balanced , you could be missing potential sales opportunities. By using data, you can identify where your business has the greatest growth potential and design your sales territories accordingly.

How to Onboard, Pay, and Retain an All-Star Sales Team


He may have a tough territory to work in, or he could be a poor hire. Managers should ensure they’ve created fair and balanced territories and compensation plans that are competitive compensation plans that drive desired behaviors.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Feeling the pressure of developing the next generation of millennial sales leaders to improve retention, remain competitive, and continue to grow? If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership.

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Territory design, quotas and compensation plans. Increase base pay by 7-9% across the board to help with retention. Your Sales Strategy. It is one thing to have a sales strategy. It is entirely different to have one you and your team can execute.

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

compare sales from two different territories) : Bar chart, column chart, line graph, pie graph, scatter plot. calls, emails, meetings), new accounts, generated MRR , and customer retention numbers. "The art of moving forward lies in understanding what to leave behind."

Decreasing Sales Ramp For New Hires


One of the biggest problems facing the sales industry is retention and turnover. If we can teach them the fundamentals of consistently building pipeline in their territory – they will sell more, faster.

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

This tool is a practical guide to 10 conversations that will boost retention. When new territories and quotas are assigned, other pastures look temptingly green. Entering 2014, Sales and HR leaders face new trends causing turnover with top talent.

7 Tips for Retaining Your Best Salesperson


Building a retention strategy that hits some of these key pain points can help ensure that you are retaining your best salesperson. Changing your compensation structure or rezoning your territories should only be done with extreme caution. Instead of simply expanding their territories, consider opportunities like speaking engagements, leading training sessions, continued learning events or consulting roles within the organization.

Your Numbers Give You The Questions, Not The Answers!

Partners in Excellence

Why is our customer retention slipping? I’m obsessed with metrics and numbers.

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How to Track and Drive Productivity for Remote Sales and Customer Service Reps in 2019

Sales Hacker

95 percent of employers say telework has a high impact on employee retention. For remote sales reps, it’s imperative to drill crystal clear understanding of territory assignment, outreach protocol, and targeting and follow-up processes.

How to Become a Sales Ops Leader To Watch

Sales Benchmark Index

Recommend your favorite author on territory design strategy. Can you reduce sales cycle length and improve customer retention by creating buyer personas and buyer process maps? SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013.

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