Is Sticking with Geographic Sales Territories A Mistake?

Sales Benchmark Index

Article Sales Strategy allocate territories geographic territories sales territories territory alignment

Is Your Top Rep Superman or Just a Super Territory?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales leader sales territories sales territory Senior Vice President of sales SVP Sales territory alignment territory design

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Sales Analysis: Three most Common Territory Design Mistakes

Sales Benchmark Index

Some sales reps only make their revenue objectives by selling to the easy accounts. And yet, some sales reps have so many accounts to. Article Sales Strategy 3 mistakes allocating territories sales territories sales territory territories territory alignment Territory Design MistakesOthers are spending too much time with accounts that do not fit the ideal customer profile.

4 Steps to Master Your Territory

Sales Benchmark Index

Article Marketing Strategy Sales Strategy agile territory planner back to work beginning business discovery execution heraclitus hurdles Iteration kickoff make your number meetings personnel pipeline planning portfolio products representative sales sales number sales rep services SWOT territory

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. entry when preparing quotes, proposals, and contracts--so much so that sales reps. Sales reps have.

In an Omnichannel World, Do Territories Even Matter?

Sales Benchmark Index

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.

Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

Sales Benchmark Index

Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. Podcast Sales Strategy revenue objectives sales sales leader sales operating plan sales strategy sales territory strategy territory alignment territory design workload

Territory Alignment: The Right Resources in the Right Place

Sales Benchmark Index

Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. Turn to the Sales Strategy section and flip. Corporate Strategy Marketing Strategy Product Strategy Sales Strategy SBI on Demand Video allocating territories misalignment sales sales patch territory alignment territory design

Is Poor Territory Design Undermining Your Sales Strategy?

Sales Benchmark Index

As you lean back in your chair, proud of your team’s sales accomplishments the prior year, Article Sales Strategy best practices Chris Gosline customer customers earnings hit your goal hit your number make your number making the number master your territory new year office revenue sale sales sales growth sales managers sellers stretch goal territories this year top sales leaders turnover undermining your sales managers US VP VP of Sales workload analysis calculator

The Best Methods and Worst Approaches to Use for Next Year’s Territory Design

Sales Benchmark Index

As we rapidly approach Q4, you are behind the ball if you haven’t finalized your 2019 Territory Design. According to Harvard Business Review, “Research shows that optimizing territory design can increase sales by 2% to 7%, without any change in.

Are Your Sales Territories Keeping Pace with Customers?

Sales Benchmark Index

Sales reps want to be productive. One root cause of rep turnover is an unproductive account/territory assignment. Often, territory assignments are outdated and have not kept pace with market changes. Worse, assignments are made arbitrarily without any thought of balancing potential among sales reps. Territory Design Sales Operations Strategy sales operations Account Segmentation Sales Ops

Two Keys to Success in Large Territory Account Management

Sandler Training

This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.

Allocating Sales Territories For Maximum Revenue Growth

Sales Benchmark Index

billion in sales. Magazine Sales Strategy propensity to spend revenue growth revenue growth methodology sales revenue sales strategy sales territoriesCharles Race is Executive Vice President of Worldwide Field Operations at Informatica, an enterprise software company reporting approximately $1.1 He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth.

Drive Double-Digit Revenue Growth by Interlocking Compensation Design & Territory Alignment

Sales Benchmark Index

Article Sales Strategy 2018 2019 benchmark best practice broken christmas comp compensation plan concerned december design principles Gartner industry John Marcsisin market market practice methodology misaligned territories org organization organizations plans productivity quota setting sales sales rep sales reps territory design wondered worried yearIt’s December 25th, 2018.

Treat Your Territory Like Your Own Business | Sales Strategies

Engage Selling

The very best reps I know own their territories as if it were their own business. They plan for success in those territories proactively, rather than just taking whatever comes their way, crossing their fingers, and hoping for success.

Is Poor Territory Design Undermining your Sales Managers, Contributing to Undesirable Turnover, and Hurting Overall Sales Growth?

Sales Benchmark Index

As you lean back in your chair, proud of your team’s sales accomplishments the prior year, Article Sales Strategy best practices Chris Gosline customer customers earnings hit your goal hit your number make your number making the number master your territory new year office revenue sale sales sales growth sales managers sellers stretch goal territories this year top sales leaders turnover undermining your sales managers US VP VP of Sales workload analysis calculator

An SDR’s Field Guide to Sales Territory Mapping

Zoominfo

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

Top Considerations for Sales Territory Planning

Xactly

See how one company was able to create strategic, profitable sales territories using Xactly AlignStar. Territory Design

4 Steps to Master Your Territory

Sales Benchmark Index

A higher sales number to hit. As a sales representative these are a few of the hurdles you may face. One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly. Review notes in your CRM from the previous sales rep and support resources.

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. What I got was an insight into modern, data-driven territory planning. Q: Why are “intelligent territories” more productive than territories that are solely geographically built?

Compensation Cookbook: Designing Comp & Territory Plans from Scratch

Sales Hacker

The post Compensation Cookbook: Designing Comp & Territory Plans from Scratch appeared first on Sales Hacker. Sales Operations Training & Events

Benefits of Territory Mapping Software

Xactly

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. It promotes efficient collaboration between sales leadership and sales operations teams for more effective planning. Do You Need Territory Mapping Software?

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. But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Want to Build a Sales Engine?

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. But can you, the Sales Rep, make a living in this new patch? To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change. It is important to understand why sales management makes a territory change.

Elevate Sales Ops from Tactical Grunt to Strategic Partner

Sales Benchmark Index

Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. Territory planning requires careful thought and consideration because it's crucial to get it right the first time around. What Is a Sales Territory?

6 Best Practices to Help You Ace Sales Territory Management

Repsly

The same holds true for developing your territory management strategy. But the most important element is how you deploy your sales representatives to the front lines. Territory Management Field SalesYou wouldn’t rush into battle without a plan of attack. You need to predict the moves of your opponents and fortify your existing positions.

Your Territory is Your Business | Sales Tips

Engage Selling

One other thing that I’ve noticed when I’m working with sales teams is that the very best performers treat … Read More » Sales Tips business territory Engage Selling Solutions entrepreneur leads sales sales coaching Sales Leaders Sales Strategies sales team sales territory top performers

Sales Planning Fundamentals Part Four: Territory Planning

Xactly

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. Part two: Evaluating sales rep ramp time and attrition. In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM).

How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Where I have seen some of the greatest amount of pain is around territory design.

The Territory Optimization Revolution

OpenSymmetry

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In the same way, salesforce effectiveness is made up of different elements – the right go-to-market strategy, salesforce organisation design, role definition and candidate selection, the right incentive design, and the right sales processes. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons.

5 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

Since January 1 st , your top 3 sales reps have all left the company. These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. Getting the best reps in the best territories.

Accelerate Your “Time-to-Fill” Open Territories

Sales Benchmark Index

Article Corporate Strategy Sales Strategy fill open headcount hire faster open heads open sales headcount sales rep sales vacancies time to fill

Save a Sinking Sales Territory in Exactly 400 Words

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How to Create a Sales Territory Plan: 7 Best Practices You Need to Know

Xactly

Sales territory planning can be a complicated process for any business. Here are 7 best practices to build a strategic, data-driven sales territory plan. Sales Planning Territory Design

TAM – The First Step Every Territory Sales Rep Must Take

SalesforLife

There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory. sales leaders social seller sales reps

Sales Management World Class Best Practices around Territory.

Sales Benchmark Index

4 Territory Management Mistakes That Hold You Back From Growth

Repsly

When it comes to territory management, many managers do not realize what they are doing wrong and how to improve. If sales are lagging or your reps are falling short of their duties, it can often be difficult to identify exactly what the source of the problem is. In order to identify your problem areas, we’ve listed out five common mistakes territory managers make, and what you can do to improve your territory management strategy. Territory Management Field Sales

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

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. This will make life easier for you and your sales VP’s. Today’s post explores designing sales territories based on your customers and prospects. How Market Focused Are Your Territories?

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. My manager liked the approach and asked me to present the process to the entire sales team. Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. Because of that, I could identify the several hundred accounts within my territory.