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.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

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.

The Key to Sales Territory Mapping


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.

SMA Research Findings: 10 Important Territory Planning Statistics


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.

The Territory Optimization Revolution


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. Excessive costs due to inefficient travel routing.

How to Optimize Sale Territories for a Strategic Advantage


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.

Five Elements of an Effective Sales Territory Map


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.

How to Strengthen Sales Territory Planning with Data Intelligence


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.

5 Benefits of Territory Mapping Software


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.

Five Elements of an Effective Sales Territory Map


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.

Firing Your Sales Manager or Boss


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.

The Sales Manager New Year’s Resolution: 3 Do’s & 3 Don'ts

Sales Benchmark Index

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. TRAVEL.

Why You Should Fire Your Sales Manager Or Boss

Tony Hughes

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks.

Sales Tips: 3 Do's and Don'ts for the Sales Manager

Customer Centric Selling

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Every sales manager is time starved. POST-SALES SUPPORT Stop the role corruption.

Challenges Setting Up New Sales Office


What to look for while setting up a sales office in a new territory. Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role.

How to Motivate a Sales Team to Improve Each Rep’s Performance (3 “Types” and 12 Tips)

Sales Hacker

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. Clearly, new strategies alone aren’t enough to motivate a sales team. Sure, these are all key motivators for your sales reps.

Inside Sales vs Outside Sales: Pros & Cons


Sales careers are often overshadowed by myths of being a high-risk and overly-competitive career choice; however, many sales reps will tell you that the job offers quite a bit of freedom when it comes to your earnings. Or, keep reading for more sales plan ideas.

Putting You Money Where Your Mouth Is!

Partners in Excellence

I’ve been working with sales professionals (and unprofessionals) for more years than I’d like to think about. I talk to and work with thousands of sales people and hundreds of managers every year, traveling a couple hundred thousand miles doing it.

March Sadness

The Pipeline

I recall reading Skip Miller’s “ProActive Sales Management”, where he states: “If you, as a sales manager, do not know if you are going to make the year after the first quarter, the battle is over. I should think we can include front line sales people.

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Your 2012 Sales Plan

Your Sales Management Guru

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Sales Goals. 3.1.7 Sales Organization. 4.1.2 Territory definition. Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player). Sales Cost Model. 6.1.1 Compensation targets for sales organization.

How to launch a cold canvassing campaign: 5 simple steps

It’s a great addition to your sales skills , pave the way for closing more business, and become a top-performing sales rep. What is cold canvassing in sales? However you also engage them in your sales process and open opportunities for selling down the road.

Job Hunting? How to Interview Your Interviewer

Keith Rosen

You’re making tons of assumptions about the position and about your manager; possibly based on some past experiences. Would I have the opportunity shadow one of your salespeople (in the office, during a sales call, in the field, etc.). Who is my supervisor/manager?

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10 Ways Data and Automation are Evolving Sales Planning


Technology like IBM’s Watson, Amazon’s related items, and Netflix’s watch suggestions is making business interactions with customers more digital, and the same can be said for sales organizations. Data is the driver behind AI/ML technology, and for sales organizations, intelligent planning.

The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Travel. A Random Walk Up Sales Street. Sales 2.0.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. Who writes sales plans? What is a sales plan template?

Which Type of Sales Job Is Right for You?

Hubspot Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job.

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The Pipeline ? Work Your Cycle not the Calendar

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution.

Key to Significantly Improve Sales Training Results

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here.

How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

You say your sales manager makes you do it? Checking the box so you keep your manager happy isn’t how you own responsibility for your own career and selling success. YOU are responsible for your own sales success. SalesLoft , the leading sales engagement platform.

Are you spending your coaching time wisely?

The Ultimate Sales Executive Resource

Managers' reasoning for not coaching their people as much as they should or want to, is the lack of time. They might therefore welcome tools, like the one, I believe I was alerted to through a LinkedIn Group, promising efficiency gains in coaching field sales people. Setting the scene The product is a sort of voice recorder than can replay specific recorded advise on sales behavior to reinforce sales training. Coaching Sales Management

Reinvent Sales Training or Risk Wholesaler Irrelevance


The asset management industry’s ongoing evolution is creating significant change for distribution leaders. The article described how asset managers now seek different skill sets when hiring, but didn’t discuss what firms are doing to help their existing wholesalers adapt.

The Pipeline ? Don't Wait ? Initiate! ? Sales eXchange ? 94

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 94. Stored in Attitude , Dont Wait , EDGE Sales Process , Events , Metrics , Proactive Triggers , Proactivity , Sales 2.0 , Sales Strategy , Sales eXchange , Sell Better , Trigger Events , Triggers , execution.


Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). Travel (448). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? sales

The Pipeline ? POGO POWER

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Guest Post , HR Management , Sales Leadership , Sales Management , Sales Success , execution. What in your background led you to write Punk Rock People Management?

Inside Sales vs Outside Sales


You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Inside Sales. Inside Sales Compensation.

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.

Are You Selling By the Numbers or Selling With a Blindfold On? Statistical Benchmarks for Success and Self Accountability That Most Organizations Are Still Missing

Keith Rosen

Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity. Here are those questions you need to ask yourself (and your sales team). Now, get this: 2% of sales are made on the first contact.

To Chatbot or Not to Chatbot for B2B Lead Generation?


Sales. Similarly, in B2B, buyers ask questions to sales and expect an immediate response. Taken into account that the USA has 4 primary time zones (not including Alaska, Hawaii, and some other territories), you can receive an inquiry in a chat window at any time.

How to Implement a Sales Process: The Complete Guide


Building a sales process gives your future sales efforts a much greater chance of success, but your work isn’t done until it’s part of your organization’s DNA. According to Sales Benchmark Index , a well implemented sales process can improve your team’s win rate by 24%, reduce your sales cycle length by 20%, and increase your average sale price by 15%. Missed the last installment of our sales process series? 5: Sales Forecast Accuracy.

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey

Smart Selling Tools

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Public Relations Manager, Seismic. Sales Enablement. Sales Enablement. Field Sales.

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