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Is Sticking with Geographic Sales Territories A Mistake?
Sales Benchmark Index
JULY 10, 2017
Article Sales Strategy allocate territories geographic territories sales territories territory alignment
Territories Related Topics 
Sales Analysis: Three most Common Territory Design Mistakes
Sales Benchmark Index
JUNE 11, 2017
Article Sales Strategy 3 mistakes allocating territories sales territories sales territory territories territory alignment Territory Design MistakesSome sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to.
Allocating Sales Territories For Maximum Revenue Growth
Sales Benchmark Index
DECEMBER 30, 2016
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
The Simple Tool that Simplifies Account, Time and Territory Management
Understanding the Sales Force
JANUARY 12, 2017
Account/Territory management - to score accounts so that you can objectively determine the accounts on which your salespeope and/or account managers should be spending most of their time. Dave Kurlan account management time management scorecard territory management
Managers With Personal Territories
Partners in Excellence
AUGUST 18, 2017
Do you still have a personal territory with a quota for that territory? I can’t think of many situations where having both managerial and personal territory responsibility is acceptable. Choose the day/time blocks where you will manage your own territory.
The Territory Optimization Revolution
OpenSymmetry
JANUARY 27, 2016
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 .
Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment
Sales Benchmark Index
FEBRUARY 27, 2017
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.
Are Your Sales Territories Keeping Pace with Customers?
Sales Benchmark Index
AUGUST 20, 2014
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. Territory Design Sales Operations Strategy sales operations Account Segmentation Sales Ops
Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?
Sales Benchmark Index
NOVEMBER 19, 2012
Subsequently, this leads to smaller territories. Determine potential by territory. Matching quotas to territory potential will maximize your best territories. It will also give reps in low potential territories a fighting chance.
Is Sticking with Geographic Sales Territories A Mistake?
Sales Benchmark Index
JANUARY 20, 2017
Article Sales Strategy
How to Optimize Inside Sales Territories
Sales Benchmark Index
OCTOBER 8, 2012
Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. To effectively design territories it is critical to identify the potential value of each target customer in the marketplace. This will enable you to design territories where each sales representative has room to sell.
Your Territory is Your Business | Sales Tips
Sell More and Work Less
MARCH 24, 2017
Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.
Territory Alignment: The Right Resources in the Right Place
Sales Benchmark Index
MARCH 7, 2017
Corporate Strategy Marketing Strategy Product Strategy Sales Strategy SBI on Demand Video allocating territories misalignment sales sales patch territory alignment territory design
5 Steps for Designing Territories for your Top Talent
Sales Benchmark Index
APRIL 6, 2013
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. In many organizations, territories are designed on historical precedent.
Sales Ops Resolution: Build Market-Focused Territories in 2013
Sales Benchmark Index
DECEMBER 28, 2012
Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !
7 Ways to Become the CEO of Your Territory
Modern B2B Sales
FEBRUARY 18, 2016
These are the people who are given added responsibility, and entrusted with the larger deals and better territories. You can achieve this by thinking of yourself as CEO of your own territory. Being CEO of your territory means finding a way to achieve your sales number no matter what.
The Comfort and Safety of “Me Only Territory”
Jonathan Farrington
OCTOBER 23, 2014
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth.
Part II The Territory & Quota Management Revolution
OpenSymmetry
MARCH 16, 2016
The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures.
Accelerate Your “Time-to-Fill” Open Territories
Sales Benchmark Index
MAY 16, 2017
Article Corporate Strategy Sales Strategy fill open headcount hire faster open heads open sales headcount sales rep sales vacancies time to fill
What’s it Like in “Me Only Territory?”?
Jonathan Farrington
APRIL 28, 2014
The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth.
Why Your Contacts Are Territorial About Your Relationship
The Sales Blog
APRIL 6, 2013
Why Your Contacts Are Territorial About Your Relationship is a post from: The Sales Blog | S. It isn’t always pretty, and it isn’t usually easy to find your way out of a territorial relationship.
7 Steps to a Quota-Busting Sales Force
Sales Benchmark Index
JANUARY 17, 2017
Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development
What Makes Territories Unfair
The Sales Blog
MAY 5, 2012
What Makes Territories Unfair is a post from: The Sales Blog | S. Territory plans are mostly unfair. Territory plans are unfair to the clients within the territories because they are designed to ensure that the opportunities have coverage, not that the right salesperson is assigned to the right prospect. Territories aren’t built on the criteria of who the best person to create value for the client would be. When is a geographic territory the best plan?
How Sales Operations Enables the Sales Strategy
Sales Benchmark Index
JUNE 30, 2017
Corporate Strategy Podcast Sales Strategy analyics descriptive analytics pipeline management predictive analytics quota setting Quota setting process sales operations territory design win-loss analysis
No Sales Territory, No Sales
Sell More and Work Less
AUGUST 6, 2014
Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching The Sales Leader
How to Improve the Efficiency of the Sales Team
Sales Benchmark Index
JUNE 5, 2017
Corporate Strategy Podcast Sales Strategy analyics coverage efficiency forecasting accuracy pipeline management sales operations sales team territory design vice president of sales operations vp of sales ops win-loss analysis
Enable the Sales Plan with Sales Operations
Sales Benchmark Index
MAY 1, 2017
Corporate Strategy Podcast Sales Strategy analyics predictive analytics quota setting sales operations territory design win-loss analysis
What’s it Like in “Me Only Territory?”
Jonathan Farrington
JANUARY 29, 2013
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.
Get the Sales VP’s Attention with This Enablement Tool
Sales Benchmark Index
MARCH 18, 2014
As a sales enablement leader do you think about sales territories? Territory Design Sales Operations Strategy Sales Enablement Director of Sales Enablement Have you been asked if they’re optimized to market potential?
Baseline Selling Time to Increase Revenue Per Sales Head
Sales Benchmark Index
JANUARY 20, 2017
Article Sales Strategy increase revenue per head maximize selling time sales strategy Selling time territory alignment
What’s it Like in “Me Only Territory?”
Jonathan Farrington
JULY 23, 2012
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.
How to Get The Most Out Of Your Sales Talent
Sales Benchmark Index
JULY 7, 2014
Territory Design Sales Performance Management Talent Management Compensation In all professions, talent is a key element to success. This is most obvious in sports but can be said for all professions. Put the most talented team on the field and you’ll often win.
Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools
Smart Selling Tools
MAY 7, 2015
Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide.
What Sales Tools do You Use to Fuel Your Revenue?
Smart Selling Tools
MAY 7, 2014
Territory & Account Planning. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere.
Spring Cleaning: Tools to Rejuvenate Sales
Smart Selling Tools
MAY 8, 2012
Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. Sales Effectiveness account planning account strategies bloomfire expense management expense reports gorilla expense plan2win sales achievement sales proposals Sales Prospecting sales tools territory plans YeswareTweet Spring cleaning to rejuvenate sales. Spring is here.
6 Reasons Why Having a “Territory Free For All” Will Hurt Your Sales
Sell More and Work Less
JUNE 24, 2014
Recently I have met a few companies that insist on not having territories for their sales team. I call this a "territory free for all." A "territory free for all" only leads to dysfunction and poor sales. Bad decision. Here are 6 reasons why: Best of the Sell More Work Less Blog
How Your 5th-Grade Geography Quiz Informs Sales Force Design
Tech Bytes
MARCH 25, 2016
I recently helped a high-tech client revamp its North American sales territories. Even in an increasingly digital ecosystem, the geography of a sales territory influences the effectiveness of the sales rep assigned to it, regardless of the rep’s individual capability. ZS Associates ZS High Tech sales force design Ryan Madsen sales territory planning geography
7 Key Responsibilities of Sales Managers
Pipeliner
JUNE 23, 2015
Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. The B2B buying process is shifting, and as a result, selling as we know it has shifted, too.
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