Is Sticking with Geographic Sales Territories A Mistake?

Sales Benchmark Index

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Is Your Top Rep Superman or Just a Super Territory?

Sales Benchmark Index

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4 Steps to Master Your Territory

Sales Benchmark Index

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How to Take Over a New Sales Territory

Sales Benchmark Index

Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce 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.

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.

Is Poor Territory Design Undermining Your Sales Strategy?

Sales Benchmark Index

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 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.

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.

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.

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

Sales Benchmark Index

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.

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. Productivity results in quota attainment and job satisfaction.

Allocating Sales Territories For Maximum Revenue Growth

Sales Benchmark Index

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Top Considerations for Sales Territory Planning

Xactly

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

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.

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. Sales Planning Territory Design

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. Why is sales territory planning important?

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? Offer to buy them a drink at the upcoming sales kickoff meeting.

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. Constant changes in territory division hurt salespeople's productivity and take a toll on employee morale.

Your Territory is Your Business | Sales Tips

Engage Selling

Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

Until now, I have talked only about sales process scorecards used to further qualify opportunities and predict the chances of winning the business. In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management.

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. Why Territories Change. The launch of a new sales strategy. (Ex.

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.

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.

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. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. New Concepts Driving Greater Performance .

The Key to Sales Territory Mapping

Xactly

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.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

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. How about Territory Analyst Manager?

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. Getting the best reps in the best territories.

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. How Market Focused Are Your Territories?

Five Elements of an Effective Sales Territory Map

Xactly

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.

5 Benefits of Territory Mapping Software

Xactly

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.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

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.

Research Reveals Best Practices for Sales Territory Design

Xactly

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.

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.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

This blog is for Sales Leaders running rapidly growing sales forces. Subsequently, this leads to smaller territories. It is dividing up the total sale target between reps. Typically sales leaders also add 5-10% to the number as cushion.

Get Sales Territories Spring Training Ready with This Online Assessment

Xactly

So how does Spring Training tie back to sales territories? It’s in the spirit of this seasonal evaluation that territories should be assessed. Spring, mid Q1 for many companies, presents a perfect window to review and rethink the effectiveness of your sales territories.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

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.

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

How Do You Create a Sales Territory Plan? 

criteria for success

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!