Benefits of Territory Mapping Software


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.

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 Do You Create a Sales Territory Plan? 

criteria for success

How do you create a sales territory plan? If you are trying to help your team better plan their selling activity within their territories, use the Client Evolution Model. Introducing the Client Evolution Model The concept of the Client Evolution Model is simple – relationships evolve over time, [ ] The post How Do You Create a Sales Territory Plan? It’s not as hard as you think!

Sales Leadership: 4 Keys to Successfully Promote a Rep to Sales Manager

Sales Hacker

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. Sales manager tips for helping your a rep make the transition to management.

Six Keys to Manage Your Sales Territory More Effectively

Janek Performance Group

You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales. In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. Sales Prospecting Sales Enablement Sales Management

Improve the Effectiveness of Your Sales Territory Planning

Janek Performance Group

At Janek, we often witness how sales territory alignment and planning are overlooked components within sales organizations. Quite frequently they run on auto-pilot and are given little attention by sales leadership. In other words, once the sales territories are set up (often based on guesswork and gut feeling), they are rarely reviewed or reassessed. Sales Management Sales Consulting

Sales Leadership: Gaining Insight & Accountability

Your Sales Management Guru

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. We like to recommend too many of our clients that creating a Client Advisory Board and a Sales Management Advisory Board will begin to improve the business operations and provide a source for insight and accountability. Sales Management Board of Advisors.

Inventory Clearance B2B Style

The Pipeline

There are some lessons here for B2B sales people as well. This is why sales people need to develop rules for purging their pipeline of bad prospects. The Art of Sales Contest Winners! Territory Plan Tibor ShantoBy Tibor Shanto –

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A sales leadership red flag – sales turnover matters

Sales Training Connection

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel policies and territory designs to compensation structures and bonuses. Defining the sales turnover problem.

Sales Leadership – A FREE Health-Check

Jonathan Farrington

. Yesterday I voiced my concerns about the poor quality – in general – of sales management today. Essentially, the task of the sales leader is to produce revenue for their company through the operations of the sales staff for whom they are responsible.

The Pipeline ? Shrink Your Way To Success

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. EDGE Sales Process.

Too Much Drama per Dollar

The Pipeline

The best sales calls have clear elements of “performance,” mostly as a means of facilitating conversation and information exchange. Unfortunately, and I can mostly speak from a sales perspective, many confuse the need to elevate the experience by introducing some theatre, with overloading to the whole thing with drama. There are costs in sales, your stack, labour costs, and others. The group will explore all elements of success in B2B sales. By Tibor Shanto.

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"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

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Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. Sales Enablement.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Trading one Mickey Mouse sales idea for the next. Sales Fun.

The Pipeline ? ?But we're not IBM?

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. EDGE Sales Process.

How Many Sales People Can Dance On The Head Of A Pin?

The Pipeline

Ever wonder why some companies can generate as much revenues with less sales people than others with more? I think it has to do with the hoarder mentality that permeates sales thinking. “The The more territory, the more accounts I get, the better I will do”.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Fast-forward a year: AJ is now in a leadership role on an inbound sales development team with a remarkable 40% conversion rate from inbound lead to appointment set. Sales is hard. How effective is your sales team?

Discover Which Ego Is Costing You Business, Relationships and Results?

Bernadette McClelland

Bernadette McClelland is Director of Sales Leaders Global Pty Ltd , an international sales leadership agency with a focus on helping mid sized businesses and non-traditional sales environments become both purpose driven and commercially profitable.

Are you Open Ended Questions Leading to Closed Ended Results? – Sales eXecution 316

The Pipeline

Often the best sales books are not about sales or by sales experts. If you haven’t read this and you’re in sales, you are at a disadvantage to any rep that has. So true, yet so underutilized in sales. Sales Execution Selling to Executives Tibor Shanto

The #1 Reason Why New Sales Managers Fail

Steven Rosen

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles.

What to do With a Nice Rep Who Just Can’t Sell?

Steven Rosen

I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. Sales managers tend to procrastinate on firing responsive sales reps even if they are not performing.

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Sales Tech Game Changers: How to Increase Your Sales Forecast

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Sales Enablement: A Master Framework to Engage, Equip and Empower a World Class Sales Force by Tamara Schenk and Bryon Matthews. Wondering how you can leverage sales enablement to win? This book shows how to build, orchestrate, and lead sales enablement as a sustainable system. Sales Differentiation by Lee Salz.

Presidents Club Winner…NOT

Steven Rosen

Many companies run Presidents Club, STAR Club and Summit programs to reward and recognise their top sales performers. In building a Top Performers Program, sales management needs to decide what they want to reward. Many companies I work with tie their program to sales vs. objectives. For this to work effectively, quotas need to be set fairly against both large and small territories. You then repeat the same process for sales dollars over quota.

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Predictable Ramp: It’s Not Just a Pipedream


Most sales reps are genuinely driven not by money, but by success. or a primed opportunity (thanks rep who I inherited the territory from!). Before we go into tactics, you have to start by understanding your own unique sales environment. “How am I doing?”.

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

The Pipeline

I hope we can all agree that in sales, manager are better leading from the front than behind the desk. The major cause continues to be that managers come from the ranks of the best sales people on the team. Sales managemment Sales Process Sales Success Tibor Shanto

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WARNING! Do You Suffer from Sales Prevention Syndrome?

The Sales Hunter

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. You think your sales manager is stupid. ” Sales Motivation Blog.

Sales Management TV Tip #1

Steven Rosen

Welcome to Sales Management TV. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. You have a vacant territory and you have narrowed your search down to two candidates. He has some sales experience but will require some work.

Micromanage Me, Please

The Pipeline

A great example in sales is the use of the word “Micromanagement”, a favourite among those looking to shirk some responsibility and/or accountability that comes with “Active Management”. By Tibor Shanto -

Clients Deal With Companies

The Pipeline

We are all familiar with the battle cry of many in sales: People Buy From People. Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients.

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. Hold yourself accountable TO the sales team: .

6 Steps to Setting Strategic Sales Goals

Alice Heiman

Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. Will be new sales to existing clients? . Will be new sales to new clients? .

Sales Leaders – Manage Your 50% Minority

The Pipeline

In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule. NOTE: this is once the sales rep has been on-boarded, trained on your systems, and integrated into the process. by Tibor Shanto –

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3 A’s of Sales Success

The Pipeline

People are always looking for the formula to sales success, so here’s the deal: there ain’t one! Ability – While most sales professionals have ability, especially at the start of their initial success phase, it is often a filleting thing.

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Notes from the Front Line: Sales Manager Excellence

Engage Selling

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers.

Become a Top Sales Manager with These 6 Essential Tips


The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act. Become a Top Sales Manager.

Use Sales Engagement To Break Through The Noise, with Mark Kosoglow, Episode #113


Sales engagement is a fairly new term but one that every sales rep needs to understand and a skill they need to master. On this episode of #SellingWithSocial, I’m honored to have Mark Kosoglow, co-author of the book, “Sales Engagement” on the podcast. BOOK: Sales Engagement.

Ready – Set – Fire

The Pipeline

As a manager or sales leader now is the time to review the line-up and make any changes you hope will impact this year’s results. Here is what is known: The average length of an individual rep’s sales cycle. I know that the Lagging Indicators such as revenue, number of sales, margins, etc., Why delay the inevitable, especially as neither you or the rep are happy with the situation, stress on both sides, and for what, to avoid a vacant territory?