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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
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.
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
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 .
Your Territory is Your Business | Sales Tips
The Sales Leader
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.
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 Often, territory assignments are outdated and have not kept pace with market changes.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
Elevate Sales Ops from Tactical Grunt to Strategic Partner
Sales Benchmark Index
FEBRUARY 7, 2018
Territory misalignment is one of the leading causes for missing your number. Within that charter, along with a lot of other responsibilities, comes territory. Article Sales Strategy ICP ideal customer profile make your number sales data sales operations sales operations leader sales ops sales ops leader sales strategy sales team territory approach territory design Territory Design Mistakes Territory design process vp of sales operations
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.
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?
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.
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.
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.
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
Is Sticking with Geographic Sales Territories A Mistake?
Sales Benchmark Index
JANUARY 20, 2017
Article Sales Strategy
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.
5 Keys to Execute a Successful Sales Re-Org
Sales Benchmark Index
MAY 10, 2018
Weeks and months of planning go into defining the optimal sales org design for your organization. Countless meetings and analysis comparing the benefits of hunter/famer, stratification, product specialization or other org designs. Time is spent defining the role SDR’s, Sales.
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 !
Practical Market, Territory and Account Planning
Pipeliner
FEBRUARY 22, 2018
Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas. Pipeliner CRM empowers practical market, territory and account planning. The post Practical Market, Territory and Account Planning appeared first on SalesPOP!
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.
4 Territory Management Mistakes That Hold You Back From Growth
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. Territory Management Field SalesRunning a business is all about trial and error, which makes mistakes inevitable. Still, some mistakes can cost you more than others.
No Sales Territory, No Sales
The Sales Leader
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
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”.
Improve the Effectiveness of Your Sales Territory Planning
Janek Performance Group
APRIL 18, 2018
At Janek, we often witness how sales territory alignment and planning are overlooked components within sales organizations. In other words, once the sales territories are set up (often based on guesswork and gut feeling), they are rarely reviewed or reassessed. As a result, many organizations run the risk of either assigning the wrong reps to the wrong territories or creating imbalance within the territories.
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.
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’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”.
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.
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
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
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
Sales Tip: Territory Planning for New Sales Teams
The Sales Leader
NOVEMBER 11, 2013
Help your team prosper by learning cutting edge new strategies in our Sales Accelerator Program! Sales Tips
6 Reasons Why Having a “Territory Free For All” Will Hurt Your Sales
The Sales Leader
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
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?
It’s Your Right To 100% Share Of Customer And Territory
Partners in Excellence
DECEMBER 27, 2012
I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” In my accounts and territory, I constantly looked for opportunities. I analyzed my accounts and territory to figure out where I should be. Whenever I heard of a competitor winning a piece of business in some remote corner of the territory, I got pissed off—not at them, but at myself for missing an opportunity that could have been mine.
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