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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 
Is Your Top Rep Superman or Just a Super Territory?
Sales Benchmark Index
APRIL 8, 2017
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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In an Omnichannel World, Do Territories Even Matter?
Sales Benchmark Index
SEPTEMBER 15, 2019
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.
4 Steps to Master Your Territory
Sales Benchmark Index
AUGUST 24, 2018
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
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source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. The 7 must-have automated.
How to Take Over a New Sales Territory
Sales Benchmark Index
JUNE 23, 2018
Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce territory
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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.
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.
The Best Methods and Worst Approaches to Use for Next Year’s Territory Design
Sales Benchmark Index
SEPTEMBER 8, 2018
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.
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
Is Poor Territory Design Undermining Your Sales Strategy?
Sales Benchmark Index
SEPTEMBER 6, 2018
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.
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Top Considerations for Sales Territory Planning
Xactly
JANUARY 24, 2019
See how one company was able to create strategic, profitable sales territories using Xactly AlignStar. Territory Design
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
Benefits of Territory Mapping Software
Xactly
AUGUST 13, 2018
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.
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
Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything
Smart Selling Tools
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.
Drive Double-Digit Revenue Growth by Interlocking Compensation Design & Territory Alignment
Sales Benchmark Index
AUGUST 29, 2018
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. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers.
Is Poor Territory Design Undermining your Sales Managers, Contributing to Undesirable Turnover, and Hurting Overall Sales Growth?
Sales Benchmark Index
SEPTEMBER 6, 2018
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.
4 Steps to Master Your Territory
Sales Benchmark Index
JANUARY 13, 2014
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.
Sales Planning Fundamentals Part Four: Territory Planning
Xactly
DECEMBER 12, 2018
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. Is Your Territory Planning Still Stuck in the Dark Ages?
Uncover the Blind Spots in Your Territory
Sales Benchmark Index
DECEMBER 23, 2013
When your territory is changed, it opens a lot of questions for Sales Reps. 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.
How to Create a Sales Territory Plan with a Buyer-Centric Approach
DiscoverOrg Sales
APRIL 19, 2018
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. Why is sales territory planning important? 3 steps to build a laser-focused sales territory plan.
How to Create a Sales Territory Plan: 5 Simple Steps
Hubspot Sales
JULY 3, 2018
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.
Your Territory is Your Business | Sales Tips
Engage Selling
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.
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 .
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
The Key to Sales Territory Mapping
Xactly
JULY 18, 2018
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.
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.
TAM – The First Step Every Territory Sales Rep Must Take
SalesforLife
JUNE 13, 2019
There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Your responsibility is to guide and coach every rep – how can you be making business plans in a territory without fully understanding what the total addressable market is in a region?
How to Create a Sales Territory Plan: 7 Best Practices You Need to Know
Xactly
MAY 13, 2019
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
6 Best Practices to Help You Ace Sales Territory Management
Repsly
AUGUST 21, 2019
The same holds true for developing your territory management strategy. 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.
Get Sales Territories Spring Training Ready with This Online Assessment
Xactly
MARCH 28, 2018
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.
Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?
DiscoverOrg Sales
OCTOBER 27, 2016
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. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. How about Territory Analyst Manager?
Five Elements of an Effective Sales Territory Map
Xactly
JULY 12, 2018
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.
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 !
How to Optimize Sale Territories for a Strategic Advantage
Xactly
JUNE 13, 2018
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.
How to Strengthen Sales Territory Planning with Data Intelligence
Xactly
JUNE 18, 2018
Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Sales Planning Sales Territories
5 Benefits of Territory Mapping Software
Xactly
JULY 12, 2018
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.
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.
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.
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