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

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

Xactly

MARCH 28, 2018

So how does Spring Training tie back to sales territories? It’s in the spirit of this seasonal evaluation that territories should be assessed. Spring, mid Q1 for many companies, presents a perfect window to review and rethink the effectiveness of your sales territories. Are your sales territories playing at rookie or MVP level?

Territories 57

Territories Training Maximizer Travel 57

InsideSales.com

JULY 1, 2020

However, even in times of growth, it remains an important key factor of all businesses to keep strategizing for the potential growth of sales revenue. Sales Territories. Understanding how you stand out from your competitors, and how to exploit this to grow sales revenue requires constant focus in an ever-growing marketplace.

Revenue 58

Revenue Strategy Territories Forecasting 58

SBI Growth

OCTOBER 25, 2012

Look below on what impact an increase in an hour of selling time has on revenue. The data also revealed some interesting points: If you give a Rep an extra 15 to 30 minutes of selling time per week, it is not enough to change behavior, so the incremental revenue gain is negligible. The rep’s territory potential starts to max out.

Hiring 310

Hiring Travel Territories Face-to-face 310

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. What is the Total Potential Revenue of the accounts? Annual Revenue. Geography (Travel Time). Amaze your manager with your new territory insights. It’s that time again. How will you respond?

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

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

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. What is the Total Potential Revenue of the accounts? Annual Revenue. Geography (Travel Time). Amaze your manager with your new territory insights. It’s that time again. How will you respond?

Construction 216

Construction Ideal Customer Profile Territories Lead Rank 216

SBI Growth

JANUARY 5, 2014

Travel is another area where managers waste valuable hours. You’re not going to be able to stop traveling. A-players – Incent them more and put them in your best territories. Ranking leads by potential spend – who has the greatest revenue potential (new & expansion). Place your efforts here. SOCIAL PROSPECTING.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Janek Performance Group

SEPTEMBER 29, 2021

The gender-diverse companies had a 14% higher revenue compared to the non-diverse companies. 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. The numbers are remarkable. The results show that gender-diverse teams outperform non-diverse teams.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

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? See this blog for specifics.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

SBI Growth

OCTOBER 21, 2013

An electronics manufacturer was seeing declining revenue per head. Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. Existing customer revenues spiked by 24% last quarter. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. A lot of time is spent on non-revenue generating activities like commuting, preparing reports and presentations.

Hiring 71

Hiring Territories Scale Networking 71

Increase Sales

AUGUST 10, 2016

Salespeople have two grounds where they travel in their selling activities. Territory – The Most Common Ground. Of course with social media and depending upon your solutions (products or services), that sales territory may be much larger than just local. ” Credit: www.picjumbo.com.

Ideal Customer Profile 70

Ideal Customer Profile Territories Sales Qualified Lead Social Media 70

SBI

SEPTEMBER 12, 2018

LevelJump @LevelJumpS LevelJump gets your new sales hires to generate revenue faster by reducing ramp time with predictable sales onboarding right within your sales team’s workflow in Salesforce. Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory.

Vendor 106

Vendor InsideView Hotels Hiring 106

Hubspot Sales

JANUARY 9, 2018

Revenue targets. Most sales goals are revenue-based. For example, you might set a total target of $10 million in annual recurring revenue (ARR). If you have territories, assign a sub-goal to each. This section summarizes your game plan for hitting your revenue targets. Travel costs. Strategies and tactics.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

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

SBI Growth

NOVEMBER 15, 2019

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

Objections 212

Objections Revenue Meeting Travel 212

Mindtickle

DECEMBER 16, 2021

The ultimate goal of an SKO is to bring the revenue team together, celebrate wins, and align on how you’re going to tackle the upcoming year or quarter. For hybrid events, include all relevant information for in-person meeting rooms, accommodations, travel logistics, meals, and more. pick and stick to one consistent theme. .

Everest 52

Everest Sales Enablement Territories Exercises 52

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

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. Larger deal sizes (over $35,000).

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

Salesmate

JULY 9, 2020

While revenue is a good indicator of success, it only measures what’s coming out of the pipeline – in other words, the result. Any improvement in your conversion rate will lead to a direct increase in revenue. Your average deal size is a useful sales pipeline metric for assessing gross revenue. Revenue By Product Line.

Pipeline 121

Pipeline Sales Qualified Lead Churn Lead Rank 121

SalesLoft

JULY 18, 2016

Data integrity affects everyone in the revenue function of a business, including: • Marketing: Sales data is critical for collaborating with marketing to develop a go-to-market process. 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

Hubspot Sales

NOVEMBER 28, 2017

Most companies have a financial plan estimating revenue growth. Quota: What is the minimum acceptable revenue for the salesperson who’s been in this position for a year? Territory: Where will this salesperson’s leads and customers come from (zip code, vertical market, country, or other)? Travel: Is there travel involved?

Hiring 102

Hiring Salary Compensation Social Media 102

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? Small organizations (revenue <$50M) have the highest percentage of inside sales reps (47%).

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

Vengreso

DECEMBER 2, 2020

They are molded through their years of experience, the ability to set a sales strategy, develop a plan, and a process that brings them closer to the customer and revenue target. 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. Let’s face it.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

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. Drive the Right Sales Behaviors with Incentives.

Data 45

Data Territories Compensation Incentives 45

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Strategic Sales & Revenue. Predictable Revenue Inc. Territory Account Manager. Territory Account Manager. President | Chief Revenue Officer. Chief Revenue Officer (CRO). Chief Revenue Officer. SVP | Chief Revenue Officer. Chief Revenue Officer. ShipBob, Inc.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

The Brooks Group

MARCH 22, 2019

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Hiring 70

Hiring How To Coaching Motivation 70

Sales Hacker

APRIL 11, 2019

Her close rate and average revenue per sale are high, but she doesn’t prospect enough. 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.

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

The Spiff Blog

APRIL 7, 2022

However, even though you’re referencing the same map as everyone else, your speed, efficiency, and ease of travel will vary greatly, depending on which vehicle you’ve chosen. ASC 606 changed the game when it comes to revenue reporting. But it also wasn’t designed for long distance travel. Think about it.

Commission 79

Commission Software Software Vendor 79

Sales Training Connection

APRIL 11, 2014

The issues can vary from travel policies and territory designs to compensation structures and bonuses. High sales turnover can have a devastating impact on bottom line revenue generation. Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

SBI

SEPTEMBER 18, 2012

And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. You need to calibrate your sales efforts with laser-like precision based on a meticulous analysis of your territory, and the ideal customer profile.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

Your Sales Management Guru

JANUARY 3, 2012

3.1.1 Revenue. 4.1.2 Territory definition. 6.1.2 Travel and Entertainment. Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care). Company Mission and Strategic Alignment. 2.1.1 Company Mission statement.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70