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


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.


HeavyHitter Sales

management thinkers. Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? If you are in sales, you make your living by talking.

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7 Must-Have Automated Documents for Sales Success

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.

Designing Sales Compensation Plans for Sales Managers (With Examples)


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.

How to Design a Sales Manager Compensation Plan (With Examples)


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 Commissions in a Sales Manager Compensation Plan.

Practical Market, Territory and Account Planning


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.

Sales Enablement Versus The Front Line Sales Manager

Partners in Excellence

Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. But isn’t that what front line sales managers are supposed to do?

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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15 Job Interview Questions to Ask a Sales Manager Candidate in 2018

Hubspot Sales

Questions for Interviewing a Sales Manager. Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What made you successful as a sales rep? How will your processes inform how you manage your team?

Leadership: High Performance Sales Management

Your Sales Management Guru

High-Performance Sales Management. Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through. In the 14 years that Acumen Management Group has been consulting with partners on their sales management challenges, we’ve seen IT trends (cloud anyone?) Sales concepts get recycled, too. Market and territory analysis.

The New Forecast Flow


Having an accurate sales forecast is critically important to the business. Often times what happens is sales and other business leaders are pulling data into Excel and trying to reconcile forecast numbers across multiple Excel files and versions.

How to Track and Drive Productivity for Remote Sales and Customer Service Reps in 2019

Sales Hacker

The remote sales force and customer service team is officially here. The rise in remote work has created new challenges and opportunities for managers tasked with leading geographically dispersed teams. Sales and customer service teams are not immune to these larger trends.

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

You’re collecting all this sales data but are you really getting your best use out of it? Your data is the key to optimizing your revenue engine and kicking your sales process into high gear. Here are 10 ways to improve your sales process by leveraging your CRM data.

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Is Your Compensation Program Missing the SPM Boat?


When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company. To say this wreaked havoc on sales morale and finance numbers would be a massive understatement.

Sales Strategy Plan

The Digital Sales Institute

A sales strategy plan is your strategic approach to winning new customers plus developing and retaining existing customers. It also outlines in detail your sales goals and objectives for the period it covers including all the major marketing or sales tactics to be used.

How Realistic is your 2014 Sales Quota?

Sales Benchmark Index

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations.

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Sales VP Tenure Shrunk To 19 Months

Partners in Excellence

I read a fascinating post from Chris Orlob, filled with interesting data on sales performance. The headline is, over the past 7 years, average VP of Sales tenure has shrunk from 26 months (Chris calls that healthy, I think it is unhealthy) to 19 months, which we both agree is tragic.

The Numbers Are, Well, Just Numbers….

Partners in Excellence

Business people, particularly sales, are obsessed with numbers. major accounts), performance in market sectors, performance by product line, performance in geographic region/territory, customer satisfaction/NPS, customer acquisition cost, new customer acquisition, retention, churn, renewal, open rates, click throughs, forwards, bounce rates…… Differing segments have specialized terminology for many of these metrics.

Do You Really Understand Your Numbers?

Partners in Excellence

As sales people and managers, we are often obsessed with the “numbers.” I’m amazed by the number of sales people and managers that really don’t understand their numbers, or how various metrics interrelate. Look at longer term trends.

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Flipping The Pipeline Value Pyramid

Partners in Excellence

Pipeline reviews and reporting are constant sources of contention between management and sales people. Most often the value of this activity is portrayed as the inverted triangle in this diagram. Managers are getting all the value!

5 Tips for Designing Successful Sales Incentive Compensation Plans


Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Incentive Compensation Sales Planning

How Your Sales Force Measures Up (Part 1)


Building a top-notch sales force is a dynamic endeavor. It requires a solid foundation of leadership, market focus, sales process and ongoing management. Is your sales force ‘fit’? Are your sales people thriving or just surviving? How would your sales organization measure up against the best in the business? The checklist below includes highlights from the full Top Line Sales Assessment. Sales Fitness Assessment. Sales Management Leadershi

Why Slow Sales Leaders Won’t Survive

Sales Benchmark Index

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. Jeff has been a sales manager for 5 years. Speed.

How Sales ‘Hires’ the Best HR Business Partner

Sales Benchmark Index

Sales Leaders may want to look for some help outside of Sales. This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. Competencies to Support the Sales Organization.

Understanding the Fundamentals of Effective Sales Rep Management


In all honestly, managing sales reps can be a challenge. Sales reps may share one common goal—closing deals—but managers need to understand different personalities, adapt to unique learning styles, and provide the tools each rep needs to hit (and ideally, exceed) their quotas.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software.

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” The challenge for sales is unique.

The Key to Terminating Sales Operations Stress

Sales Benchmark Index

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Sales Strategy.

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.

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.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. However, what I did have was basic management training, skills, and education. Share the results with your manager.

What is wrong with the Hunter / Farmer Metaphor?

The Ultimate Sales Executive Resource

Putting the right person into the right sales role is one of the key responsibilities of a sales manager. If a Framer is primarily seen Harvester, then indeed it is probably not a good analogy for what an account manager does.

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

In fact, the 2018 Global Data Management Benchmark Report found that 52% of the organizations surveyed said data and analytics would be a key source of opportunity in the coming years. So, how can you visualize your sales data to make key decisions and analyze performance? Trends (e.g.,

10 Best Practices for Enterprise Sales Team Management


Sales team management plays a big role in the success of an organization. As the bridge between executives and sales reps, managers communicate corporate goals with their teams and keep reps on track to hit their quota. Build Positive Relationships with the Sales Team.

Expert Opinion: Capture Revenue with Strong Onboarding

Sales Benchmark Index

Yesterday, we ran an Expert Panel with a client’s top performing reps and managers. The VP of Sales Operations was part of the decision-making team that brought us on board. The VP of Sales Ops identified 3 reasons he was personally invested in the Onboarding program. “We

The Great Migration to Inside Sales - Will You Get it Right?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. How about these: By sales talent - What roles are your salespeople best suited for? It may not be where the territory is or where the company is located.

The 12 Step Compensation Plan Design Process


As part of the effort to make plan design easier, here are a few thoughts on the process (and a few other sales plan ideas too): 1. Can you find a good industry source for revenue trends in your world? Oh yeah, add to #8 a common sales troublemaker. Happy comp planning season!

Those Who Measure, Measure Rubbish

The Ultimate Sales Executive Resource

Sales managers might want to adhere to this caution as well. Zoltners remind us in “The Complete Guide to Accelerating Sales Force Performance” that company results are not necessary good hard measures for managing salespeople.