The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. Coincidentally, around the percentage mark of where they were to quota. I think it has to do with the hoarder mentality that permeates sales thinking. “The

Territories 303

Territories Top of Funnel Account Funnel 303

Pointclear

NOVEMBER 27, 2017

“Our numbers are off substantially,” he said over lunch some time ago, “but our individual salespeople are making quota for the most part. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pipeliner

NOVEMBER 23, 2022

To succeed in this new competitive environment, every company needs to revolutionize its sales function management. It is for this reason that we generally market our Pipeliner CRM solution to companies with existing data. Sales Management and Quotas. Pipeliner allows precise setting and assignment of quotas.

Pipeline 97

Pipeline Revenue Forecasting Quota 97

The Pipeline

JUNE 8, 2017

While I agree that the focus should always be about quality over quantity, the reality is that no matter the quality of your prospects, you will need a given (minimum) quantity of quality sales in order to meet, or better yet, exceed quota. This may explain why so many sales people fail to achieve quota. Numbers = Accountability.

Proposal 228

Proposal Quota Commission Territories 228

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. This tool allows sales managers to analyze the email productivity of their reps. Pipeline Manager. Sales Productivity Tools. Pricing: $150/month.

Tools 108

Tools Closing Territories Hubspot 108

Xactly

OCTOBER 29, 2018

Using a sales performance management (SPM) solution to analyze sales performance data, organizations can gain vital insights into the landscape they operate in. This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . View Webinar. Sales Capacity Planning.

Data 85

Data Top of Funnel Territories Compensation 85

Hubspot Sales

OCTOBER 2, 2019

You can achieve it with a structured sales performance management process. Now that you're clear on what sales performance management entails, let's talk about why it is so important to implement it into your standard operating rhythm. Why Sales Performance Management Matters. Helps predict future sales trends.

SAP 119

SAP Oracle Compensation Territories 119

The Pipeline

AUGUST 6, 2019

Not much point in talking solution until there is something to be solved. What would never qualify the first week of a quarter, looks absolutely promising as we pass the halfway mark, and approved by their manager. May explain the declining number of B2B reps exceeding quota). Better to learn how to turn pains into priorities.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Zoominfo

JULY 12, 2022

ZoomInfo RevOS: Accelerate Your Pipeline Data-driven solutions that connect your business to buyers at every stage. Solving your biggest lead-routing challenges requires taking a few steps back and looking at your data systems and how they are managed. This isn’t a happy accident.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

The Pipeline

MAY 22, 2013

Any way you slice it, the majority of the sales team is missing quota. It is true that more sales teams collectively are making quota, even while most individual contributors are not. If more than 50% of the team is not making quota, rationalizing becomes easy; “it’s not me, it’s the product”, “it’s the price”, “it’s the whatever”.

Hiring 287

Hiring Quota Territories Groups 287

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. The way forward: Dynamic book management. Proof points: Why dynamic book management works.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Janek Performance Group

JANUARY 16, 2024

Below, we’ll explore the advantages and disadvantages of some of the most widely used compensation plans for sales professionals: Salary Only Without question, this is the easiest type of compensation for both sales reps and their organizations to manage. Sales managers will have to think of nonmonetary alternatives as motivators.

Compensation 118

Compensation Salary Commission Margin 118

Xactly

SEPTEMBER 10, 2018

Sales performance management (SPM) and incentive compensation management (ICM) are often used interchangeably. SPM refers to sales planning, comp management, performance optimization—and everything in between. Fact #1: In 2017, the average quota attainment was at 53%, and this rate is continuing to trend downwards.

Enterprise 73

Enterprise Enterprise Compensation Territories 73

SBI Growth

MARCH 18, 2013

It was a management change that eventually resulted in account and a compensation change. Here is what we found: Structure: The Company just restructured their account management sales force. Reps and Managers were frustrated with the reasons for the change. Managers had to tell their long standing clients there is someone new.

Compensation 323

Compensation Quota Commission Territories 323

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Call Management. Opportunity Management. Account Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SBI

FEBRUARY 7, 2019

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. So, I asked John to tell me more.

Territories 87

Territories Revenue Data CRM 87

Crunchbase

MARCH 13, 2023

Consequently, some may be finding that their leaders are focused on buzzwords like “efficiency” and “effectiveness;” asking them to maintain lofty quotas, even as they wrestle with reduced resources and fewer hands. Make smarter territory choices Hard times mean hard choices. At face value, this may seem like an impossible task.

Territories 59

Territories Churn Face-to-face SME 59

The Pipeline

MARCH 27, 2017

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. Well, whether you’re a manager or a rep, Q1 ends this Friday, where are you going to be come Monday? Your Quota Is Not A Plan.

Account Based Marketing 120

Account Based Marketing Quota Pipeline Construction 120

The Spiff Blog

OCTOBER 28, 2022

But, as burnout continues to rise at alarming levels, we have yet to land on one clear solution. Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Yet, quota setting is one of the areas that comes most difficult to sales managers. Quiet quitting and The Great Resignation to name two.)

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Xactly

DECEMBER 12, 2018

Part three: Ensuring accurate quota planning and allocation. In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Download Guide. The result?

Territories 67

Territories Quota Guidelines Software 67

Hubspot Sales

JULY 11, 2019

Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Image source: Expanse Energy Solutions. Sales Operations Coordinator Job Description. Image source: RF Code.

Hiring 108

Hiring Salary Commission Sales Operations 108

Partners in Excellence

AUGUST 11, 2020

High percentages of the sales teams were making their quotas, but they were working their asses off winning deals that were smaller than they thought they should be winning. As we reviewed what the sales people were doing, we found the same thing their managers had found. The client changed territory assignments.

Ideal Customer Profile 91

Ideal Customer Profile Territories Compensation Account 91

Steven Rosen

MAY 15, 2013

Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Quarterly business reviews consists of a formal review meeting between a front line sales manager and one of his/her sales representatives. It is critical that both the manager and the rep are looking at the same data.

How To 281

How To Territories Quota Coaching 281

Zoominfo

MAY 13, 2018

Consider this: a recent survey ranked ‘sales account manager’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” There’s no way around it, stress drives activity and sales managers know this. It’s common knowledge that working in sales is hard. Hire new talent.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Sales and Marketing Management

JULY 26, 2018

from CRM, sales performance management solutions, sales enablement, CPQ and other sales-related applications. But, according to data from CSO Insights and Buyer Zone, in 2012, 56 percent of all businesses used CRM and 63 percent of salespeople achieved quota. This is unexplored territory?—?and Additional data sources.

Training 206

Training Penetration Government CRM 206

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. Best practices for managing your sales team through economic uncertainty. Advice to management teams navigating the current economic uncertainty [20:43]. Find out why Outreach is the right solution at www.outreach.io.

Compensation 80

Compensation Incentives Incentive Quota 80

SBI Growth

SEPTEMBER 27, 2013

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?” When new territories and quotas are assigned, other pastures look temptingly green. The solution lies in meeting the needs of Millennials head-on. Nearly tanked my career.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Allego

NOVEMBER 23, 2021

Today firms can turn to technology solutions to scale and preserve institutional knowledge for the next generation of advisors. Every sales organization has its top performers—the standout sellers who beat their quotas month after month, quarter after quarter, year after year. Identifying a solution comes next.

Harvest 118

Harvest Hiring Scale Face-to-face 118

Xactly

SEPTEMBER 24, 2018

Today, we’re adding to that list of accomplishments with the acquisition of OpsPanda, which helps deliver an AI-based sales resource and capacity planning solution to our customers. As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start.

Commission 95

Commission Lead Rank Incentives Incentive 95

SBI Growth

AUGUST 10, 2012

It might be appropriate for product management to own this. Product managers are the experts. What should product management do to enable the sales force? Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories? They don’t know how to do it.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. If your frontline sales managers get it right, they will impact everyone on their teams.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

The Pipeline

JUNE 12, 2014

A great example in sales is the use of the word “Micromanagement”, a favourite among those looking to shirk some responsibility and/or accountability that comes with “Active Management”. You would expect that most sales people would know their own, and that their manager would too, otherwise how could they possibly coach them.

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

The Pipeline

NOVEMBER 3, 2014

Specific to prospecting, telephone prospecting, the first think you need to know, actively manage and constantly improve, are your conversion rates. Just like I know what it takes me to run a five kilometer run, I can know what it takes to secure the number of appointments to deliver quota. Sales Execution Tibor Shanto'

Face-to-face 288

Face-to-face Sports Objections Territories 288

SBI Growth

JANUARY 6, 2013

Are you changing account or territory assignments ? What about quotas ? 3 Keys to Navigating Change Management in Sales. The expert panel excels at getting people through the change process quickly because they can impact the solution. Specifically, the quota setting process is a myth to many sales reps.

Compensation 317

Compensation Survey Field Sales Quota 317

SBI Growth

AUGUST 27, 2012

Elite sales people will soon achieve their full-year quotas and start earning bonuses and accelerated commissions. Every top performer has experienced the dreaded year-end “opportunity drop,” which from the rep’s point of view includes: The most rewarding territories are “re-balanced’ (split up). Achievable quotas inflate beyond reach.

Compensation 244

Compensation Commission Territories Quota 244

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. Both have identical quotas, $5M. 85% of managers I pose this scenario to, roll their eyes.

Churn 106

Churn Marketing Qualified Lead Territories Pipeline 106