Zoominfo

AUGUST 27, 2020

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. What is Sales Territory Mapping?

Territories 130

Territories Field Sales Outside Sales Segment 130

Hubspot Sales

DECEMBER 31, 2020

In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. What is a sales territory strategy? Here's an example of what one might look like : It breaks down a physical territory, opportunities and their counts, and assignments to different reps.

Territories 131

Territories Hoovers Decision Maker Ideal Customer Profile 131

Hubspot Sales

DECEMBER 28, 2020

Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track. What is sales territory mapping? Now, sales territory mapping software makes the process even more comfortable and straightforward for sales teams.

Territories 137

Territories How To Demographics Software 137

SBI Growth

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. Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. And then expense it of course).

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

SBI Growth

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 Often, territory assignments are outdated and have not kept pace with market changes.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' To be productive, they need potential.

Territories 282

Territories Segment Sales Operations Customer 282

SBI Growth

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.

Territories 205

Territories Research SalesForce Resources 205

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? Without proper sales territory planning, how do you know where your sales reps should focus their time?

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

Zoominfo

MARCH 3, 2020

But don’t forget about your sales territory plan. 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.

Territories 189

Territories Buyer Retention How To 189

Canidium

JUNE 27, 2024

With sales teams spanning across regions and markets, it is impossible to manually offer granular oversight over individual quotes and sales territories. However, ineffective oversight can degrade the quality of your overall sales performance, preventing your employees from delivering their maximum potential.

Territories 52

Territories Quota Sales Marketing 52

SBI Growth

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. They allow for better customer coverage.

Territories 276

Territories Quota Travel Maximizer 276

Selling Power

AUGUST 25, 2021

An effective territory management strategy is critical to ensure that salespeople are motivated to hit targets and that an organization’s sales strategy is successful.

Territories 136

Territories Strategy Motivation Sales 136

SBI Growth

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. 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.

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Hubspot Sales

APRIL 27, 2021

They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. The extent of a territory sales manager's influence leans heavily on the nature of their business, size of their teams, and structure of their sales orgs.

Territories 115

Territories Compensation Trade Show Salary 115

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

SBI Growth

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. This will enable you to design territories where each sales representative has room to sell.

Territories 257

Territories Inside Sales Ideal Customer Profile Lead Rank 257

SBI Growth

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 Market Focused Are Your Territories?

Territories 303

Territories Marketing Analysis Segment 303

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. What Is a Sales Territory?

Territories 131

Territories Lead Rank Lead Scoring Top of Funnel 131

Zoominfo

MARCH 3, 2020

But don’t forget about your sales territory plan. 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.

Territories 145

Territories Buyer Retention How To 145

Engage Selling

MARCH 13, 2020

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. How … Read More »

Territories 93

Territories Strategy Sales Prospecting 93

Zoominfo

MAY 11, 2020

But don’t forget about your sales territory plan. What is a Sales Territory Plan? A sales territory refers to a geographical location that is assigned to a specific sales rep or sales team, for the purpose of targeting prospects within that area. Why is Sales Territory Planning Important?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

SBI Growth

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. It will also give reps in low potential territories a fighting chance.

Territories 275

Territories Quota Hiring Maximizer 275

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. In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management.

Territories 120

Territories Account Lead Rank Lead Scoring 120

SalesforLife

JUNE 13, 2019

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.

Territories 105

Territories Segment Account Intent 105

Sandler Training

SEPTEMBER 10, 2020

The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler.

Territories 85

Territories Account System Resources 85

Anaplan

MARCH 1, 2022

Sales territory planning is a critical component of a business's sales operation. How is it done, and why is it so important?

Territories 52

Territories Sales Operations Sales 52

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. See if your sales territories have room for improvement.

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Territories Software Software Benefit 70

Close

JANUARY 31, 2023

Help your sales reps meet their goals with a sales territory management strategy–plus how to make your plan more effective, and the best tools to manage it.

Territories 52

Territories Tools Meeting Sales 52

SBI Growth

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. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in.

Territories 120

Territories Workbooks Revenue Company 120

Sales Hacker

OCTOBER 8, 2020

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

Territories 95

Territories Compensation Sales Operations Sales 95

Selling Energy

SEPTEMBER 21, 2021

When you find yourself in a new company or exploring a new territory, the first thing you have to do is build rapport. Make sure people know who you are and what you specialize in.

Territories 60

Territories Company Sales 60

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? Everything starts with territory planning.

Territories 67

Territories Quota Guidelines Software 67

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. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

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

Repsly

JANUARY 30, 2018

When it comes to territory management, many managers do not realize what they are doing wrong and how to improve. 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.

Territories 89

Territories Exact Strategy Field Sales 89

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Repsly

AUGUST 21, 2019

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

Territories 78

Territories Positioning Strategy Sales 78

Openview

DECEMBER 19, 2018

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Here are three actionable techniques to use when getting started with your territory plan and working toward crushing your goals in 2019.

Territories 89

Territories How To Intent Guarantee 89