Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

The average lifespan of a Revenue Leader is less than two-years. Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.

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The Territory Optimization Revolution

OpenSymmetry

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. New Concepts Driving Greater Performance .

3 Reasons to Drop Manual Sales Territory Planning for Good

Xactly

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Integrating automated sales territory planning into your SPM is absolutely imperative in taking full advantage of your sales landscape and selling potential.

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. For Sales >>> What's the ROI on your sales team?

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Smart Selling Tools: Value Selling & ROI Tools Key Characteristic for Innovative Organizations

The ROI Guy

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth.

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What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. Finally, if asked to describe commercial politics, they would stare blankly at you; that isn’t their fault, it is simply that they have never been exposed to it – and the same goes for ROI. These people are all operating exclusively in “me-too territory”?.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

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. Nancy: How have companies determined the ROI of your solution?

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. Value Selling & ROI. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy.

The Criticality of SPM Technology

OpenSymmetry

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

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20 CRM Myths That Hinder Organizations from Achieving Sales Greatness

Accent Technologies

Benefits/ROI myths. The old-school mindset used to be, “This is my territory. CRM Benefits/ROI Myths. Myth 18: There is little ROI in using CRM, or the ROI cannot be known. And yes, the ROI can be calculated.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. Value Selling & ROI. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy.

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Sales Tech Game Changers: How to Improve Campaign Response and Conversion to Pipeline

Smart Selling Tools

Deal Identification and Management: Node will provide contextually-relevant information about the people and companies in your sales cycle to enable you to figure out the best path to drive ROI from your sales efforts. Build data-driven sales territories.

Why Automate Sales Compensation Management

OpenSymmetry

The need to automate territory and quota management will be driven by the dependency of the incentive plan on more complex quota setting and territory alignment challenges.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. Value Selling & ROI. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. Value Selling & ROI. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy.

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3 Key Findings from SiriusDecisions Summit

The ROI Guy

2) Tangible value / ROI must be communicated earlier in the buyer’s journey – more prospects than ever, some 60% or more in a typical pipeline, are choosing to “Do Nothing” versus saying “Yes”.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

To execute this shift a number of changes needed to be considered ranging from the sales compensation package to the territory design to market segments – and the skill set of the sales team. Technorati Tags: sales training , sales training investment , sales training ROI.

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Smart sales managers rely on good data to make decisions about successes and failures in their territory. What was the ultimate ROI for the program? Measure what works best in your culture, in your competitive environment and in your territories.

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Smart sales managers rely on good data to make decisions about successes and failures in their territory. What was the ultimate ROI for the program? Measure what works best in your culture, in your competitive environment and in your territories.

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

TimeTrade can then route inbound leads to the most relevant resource based on prospect requirements or business rules (such as territory/geo, product interest, or rep expertise). NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?

How to Turn Sales Pilots into Smokin' Deals

Hubspot Sales

A pilot project is a small-scale test designed to look at feasibility, cost, and the ROI of a product or service. Unclear ROI: If the customer has expressed interest but is unsure about the exact benefit the offering will provide (common with newer products and markets).

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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.

Sales Tech Game Changers: How to Increase Your Sales Forecast

Smart Selling Tools

OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization.

The sales rep said, “I never got a lead yet that turned into a sale.”

Pointclear

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. She had a big territory, but there were small cities, far apart and with fewer buyers.

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One Chart to Compel the CSO to Implement Your Sales Strategy

Sales Benchmark Index

Demonstrate changing territory penetration rates. Return - What will the ROI on “Future Structure” be? To articulate his recommendation, Bold Brutus presented three structure options and the associated ROI of each.

3 Things That Kill Prospecting Calls

The Pipeline

They are rarely as desperate as a manager is to fill a vacancy in a territory. BTW, ROI, is not an impact, and impact is what leads to the ROI. By Tibor Shanto. The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement.

ASC 606 Implementation: 5 Lessons Learned from Real Companies

Xactly

This allows for more integrated sales planning—from sales capacity planning to territory design, quota allocation, and compensation management. Note: ASC 606 (IFRS 15) is in effect for public companies (as of December 15, 2017).

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

Xactly

Are we assigning effective territories? Learn more about the power of Xactly Insights and end-to-end SPM solutions in our white paper, Driving ROI: The Business Case for a Comprehensive Sales Performance Management (SPM) Solution.

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

How do you operationalize this to make sure that resource allocation has solid ROI? Deliver the estimated up-sell potential for all customers by territory. Provide all prospects with estimated opportunity value by territory.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Faster ROI expectations. 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. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. . But which titles from 2018 are really worth your precious time?

Understanding the Sales Planning and Forecasting Relationship

Xactly

Sales leadership, alongside sales operations and finance use forecasting for all aspects of sales planning, including building sales compensation plans, territory planning, and overall sales strategy. No organization exists without facing challenges.

Execute Your Sales Strategy By Pinpointing Growth Opportunities

Sales Benchmark Index

You need to focus efforts on companies that maximize your ROI. Is a territory mapping program the answer? Is it time to re-align territories again? Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Have you conducted growth opportunity analyses in your market?

Is Anyone Leading Lead Management?

Pointclear

Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. The rules should cover the definition of a sales lead , follow-up rules, timing for lead distribution (how soon leads are given to a rep), ROI reporting, etc. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team.

Understanding the Fundamentals of Effective Sales Rep Management

Xactly

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.

The 12 Step Compensation Plan Design Process

Xactly

New territories , quotas, and measures have to be sold TO the reps. Incentive compensation has to be constantly measured and tracked if you are going to get your full ROI. Happy comp planning season!

How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

Smart Selling Tools

You can log in every day and get a quick debrief on the news that impacts your territory and prospects. Nancy: How have companies determined the ROI of your solution?

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

Changes to compensation and territories are under way to fix today's issues. Download the Sales Channel ROI Calculator here. Talent management is a top priority for HR leaders who support sales organizations. Recruiting is critical.

Can Sales Exist Without Quotas?

Hubspot Sales

Finally, quotas make it straightforward to see your ROI. Maybe you have little (or zero) information about your target market, territories, or how much one person can be expected to sell. Imagine your company without sales quotas.

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