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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
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
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
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.
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.
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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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
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.
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.
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.
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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
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.
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
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.
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.
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.
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 .
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.
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.
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.
SMA Research Findings: 10 Important Territory Planning Statistics
Xactly
MAY 30, 2018
Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.
Research Reveals Best Practices for Sales Territory Design
Xactly
MAY 23, 2018
By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design. Sales 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?
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.
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.
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.
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
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.
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.
3 Reasons to Drop Manual Sales Territory Planning for Good
Xactly
AUGUST 23, 2018
Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Integrating automated sales territory planning into your SPM is absolutely imperative in taking full advantage of your sales landscape and selling potential.
Five Elements of an Effective Sales Territory Map
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. .
6 Territory Management Questions for Smarter Field Management
Repsly
JULY 31, 2018
A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method. In this post we’ll tackle the big questions brands struggle with as they create a territory management plan that suits their timeline and aligns with their bigger picture goals, like the size of the retailers they’re hoping to expand into. CPG Tools & Tech Territory Management Field Marketing
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.
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
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 !
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
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.
Is Sticking with Geographic Sales Territories A Mistake?
Sales Benchmark Index
JANUARY 20, 2017
Article Sales Strategy
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