INDUSTRY INSIGHTS YOUR PEERS ARE READING
Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Drill down and learn about the territory and the sales team. MORE
You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. MORE
Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories. MORE
There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Sales Execution Sales Success Tibor Shanto MORE
From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 MORE
Are you a Front Line Sales Manager? Do you still have a personal territory with a quota for that territory? Unfortunately, too many managers are in this position–it’s untenable. Choose the day/time blocks where you will manage your own territory. MORE
This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. But does that fact that they are a good salesperson mean they will make a good manager? The truth is that the skillsets needed to manage effectively are a lot different to those required to sell effectively. MORE
The job of a sales manager is to provide a succeeding environment for salespeople. 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. MORE
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. MORE
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. MORE
As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. MORE
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. For new sales managers, things got worse in 2016. MORE
Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. Market Understanding – The fundamentals are the bedrock for sound business decisions, focusing on: Accounts: Verticals, challenges, sizes, sales cycles, market attraction, etc. MORE
If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing. Issue Date: 2015-03-16. Author: Tom Searcy. MORE
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside. MORE
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. MORE
New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management. MORE
Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning. MORE
When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. But can you, the Sales Rep, make a living in this new patch? Why Territories Change. MORE
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. First and foremost, what exactly is a sales manager? MORE
Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. There are several devastating scenarios: Sales manager as super sales person. MORE
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 . MORE
It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office. MORE
Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? The account a sales manager used to know and the one that exists today probably isn’t the same. MORE
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. MORE
For most organizations, the answer is to gain visibility into the activities of individual sales reps. If leaders can’t see what salespeople are doing, they can’t manage what their reps are doing. Nor can they make smart investments in improving sales capability. MORE
I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. MORE
Company’s sales planning is extremely essential because it essential acts as the blueprint for achieving corporate goals. The foundation of sales performance management (SPM) and key to business success rely heavily of efficient and effective sales planning. MORE
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. See if your sales territories have room for improvement. MORE
One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. MORE
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. The Effect of Bad Territory Planning on Sales Performance. MORE
When it comes to sales performance management (SPM) functions, the difference between “nice to have” and “need to have” can seem difficult to determine. Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? MORE
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. MORE
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. MORE
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 MORE
It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office. MORE
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. MORE
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 MORE
You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. MORE
As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. How Market Focused Are Your Territories? MORE
"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. Hanna has two candidates to help Sales decide between: Iris and Eddie. MORE
Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching. MORE
Sales Benchmark Index
SEPTEMBER 6, 2018
It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.
Sales Benchmark Index
SEPTEMBER 6, 2018
It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.
Sales and Marketing Management
OCTOBER 22, 2018
From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5
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don’t move as quickly as they’d like--especially when it comes to sales teams. Many companies have adopted technologies like customer relationship management. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. of the sales toolkit.
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.
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.
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Sales Benchmark Index
DECEMBER 23, 2013
When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. But can you, the Sales Rep, make a living in this new patch? Why Territories Change.
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.
Xactly
MAY 30, 2018
Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.
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.
Partners in Excellence
AUGUST 18, 2017
Are you a Front Line Sales Manager? Do you still have a personal territory with a quota for that territory? Unfortunately, too many managers are in this position–it’s untenable. Choose the day/time blocks where you will manage your own territory.
Xactly
MAY 23, 2018
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.
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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. The Effect of Bad Territory Planning on Sales Performance.
Xactly
JUNE 18, 2018
Company’s sales planning is extremely essential because it essential acts as the blueprint for achieving corporate goals. The foundation of sales performance management (SPM) and key to business success rely heavily of efficient and effective sales planning.
Steven Rosen
AUGUST 22, 2016
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. For new sales managers, things got worse in 2016.
Steven Rosen
MARCH 26, 2013
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.
Xactly
AUGUST 23, 2018
When it comes to sales performance management (SPM) functions, the difference between “nice to have” and “need to have” can seem difficult to determine. Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well?
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. See if your sales territories have room for improvement.
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.
Sales Training Connection
APRIL 27, 2015
Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.
Sales and Marketing Management
MARCH 16, 2015
If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing. Issue Date: 2015-03-16. Author: Tom Searcy.
Sales Benchmark Index
DECEMBER 28, 2012
As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. How Market Focused Are Your Territories?
Sales Training Connection
MARCH 1, 2017
New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management.
MTD Sales Training
JANUARY 18, 2018
This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. But does that fact that they are a good salesperson mean they will make a good manager? The truth is that the skillsets needed to manage effectively are a lot different to those required to sell effectively.
Sales and Marketing Management
JULY 6, 2017
For most organizations, the answer is to gain visibility into the activities of individual sales reps. If leaders can’t see what salespeople are doing, they can’t manage what their reps are doing. Nor can they make smart investments in improving sales capability.
Partners in Excellence
DECEMBER 16, 2014
As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management.
Janek Performance Group
JULY 12, 2018
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
The Pipeline
MAY 26, 2016
One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle.
Pipeliner
MARCH 2, 2018
The job of a sales manager is to provide a succeeding environment for salespeople. 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.
Xactly
MAY 22, 2018
Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning.
Close.io
OCTOBER 1, 2018
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. First and foremost, what exactly is a sales manager?
Sales Training Connection
APRIL 4, 2014
Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Drill down and learn about the territory and the sales team.
Partners in Excellence
MAY 26, 2014
I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers.
Sales Benchmark Index
MAY 15, 2013
"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. Hanna has two candidates to help Sales decide between: Iris and Eddie.
MJ Hoffman
SEPTEMBER 26, 2018
You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives.
MJ Hoffman
SEPTEMBER 26, 2018
You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives.
Partners in Excellence
JUNE 4, 2015
Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. There are several devastating scenarios: Sales manager as super sales person.
Sales Training Connection
JANUARY 18, 2012
Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? The account a sales manager used to know and the one that exists today probably isn’t the same.
Xactly
JULY 5, 2018
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside.
Janek Performance Group
APRIL 18, 2018
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
The Pipeline
SEPTEMBER 8, 2014
There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Sales Execution Sales Success Tibor Shanto
Pipeliner
FEBRUARY 22, 2018
Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. Market Understanding – The fundamentals are the bedrock for sound business decisions, focusing on: Accounts: Verticals, challenges, sizes, sales cycles, market attraction, etc.
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