INDUSTRY INSIGHTS YOUR PEERS ARE READING
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
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
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! 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
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
Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What sales skill sets and capabilities (e.g., 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
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. 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
Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. 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
How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Companies need great sales managers. 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
The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Sales Management 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
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
This the fourth blog in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. So far, in my blog series on sales planning, we’ve looked at: Part one: Adopting the right sales planning approach. Sales Planning Territory Design 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
Author: TIM HOULIHAN Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks indicates you occupy a spot that roughly 90% of your peers have not. 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
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 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.
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.
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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
DECEMBER 12, 2018
This the fourth blog in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. So far, in my blog series on sales planning, we’ve looked at: Part one: Adopting the right sales planning approach. Sales Planning Territory Design
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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. New Concepts Driving Greater Performance .
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.
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.
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.
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.
|
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
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.
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?
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.
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.
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.
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
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.
criteria for success
JANUARY 17, 2019
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!
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.
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.
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.
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?
Sales and Marketing Management
JANUARY 27, 2019
Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers.
Membrain
FEBRUARY 3, 2019
The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Sales Management
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.
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
SalesLatitude
DECEMBER 27, 2018
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.
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
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.
Closer's Coffee
JUNE 19, 2019
How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Companies need great sales managers.
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
Sales and Marketing Management
JUNE 26, 2019
Author: TIM HOULIHAN Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks indicates you occupy a spot that roughly 90% of your peers have not.
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.
Sales and Marketing Management
JANUARY 2, 2019
Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What sales skill sets and capabilities (e.g.,
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?
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
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.
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