Sales Benchmark Index

JULY 10, 2017

Article Sales Strategy allocate territories geographic territories sales territories territory alignment

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Territories Sales Strategy 202

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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Territories Strategy Sales 219

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.

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Territories Outside Sales Demographics Segment 219

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? Things to consider before implementing sales territory mapping software.

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Territories Demographics Software Software 104

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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.

Data

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.

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Territories Strategy Sales Prospecting 76

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.

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Territories Analysis Account Objections 139

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

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Territories Meeting Pipeline Strategy 138

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.

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Territories Trends SalesForce Channels 183

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. Podcast Sales Strategy revenue objectives sales sales leader sales operating plan sales strategy sales territory strategy territory alignment territory design workload

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Territories Workbooks Revenue How To 213

Sales Benchmark Index

JUNE 23, 2018

Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce territory

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Territories SalesForce How To Sales 176

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 designOur show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip.

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Territories Resources Workbooks Revenue 152

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.

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Territories SalesForce Report Research 171

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. What I got was an insight into modern, data-driven territory planning. Q: Why are “intelligent territories” more productive than territories that are solely geographically built?

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Territories Incentives Incentive Account 75

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. There's no definitive standard for what a territory should look like or how much ground it should cover.

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Territories Compensation Salary Trade Show 76

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. Even though the first quarter is already behind us, it’s not too late to incorporate sales territory planning into a winning sales strategy and produce results, before the year is over. Why is sales territory planning important? 3 steps to build a laser-focused sales territory plan.

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Territories Buyer Outbound Segment 160

Xactly

JANUARY 24, 2019

See how one company was able to create strategic, profitable sales territories using Xactly AlignStar. Territory Design

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Territories Company Sales 61

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. It creates optimized sales territories, increases quota attainment, and helps to improve overall sales performance. See if your sales territories have room for improvement.

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Territories Benefit Software Software 60

Sales Benchmark Index

SEPTEMBER 6, 2018

As you lean back in your chair, proud of your team’s sales accomplishments the prior year, Article Sales Strategy best practices Chris Gosline customer customers earnings hit your goal hit your number make your number making the number master your territory new year office revenue sale sales sales growth sales managers sellers stretch goal territories this year top sales leaders turnover undermining your sales managers US VP VP of Sales workload analysis calculator

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Territories Strategy Analysis Revenue 127

Sandler Training

SEPTEMBER 10, 2020

The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training. Blog Posts Management & Leadership account management large accounts territory management

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Territories Account System Resources 64

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 reps want to be productive. Productivity results in quota attainment and job satisfaction. If they’re unproductive, they’ll likely become frustrated and leave. To be productive, they need potential.

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Territories Quota Customer Segment 228

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.

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Territories Compensation Revenue Industry 159

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.

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Territories Buyer Retention Objections 169

Engage Selling

MARCH 24, 2017

One other thing that I’ve noticed when I’m working with sales teams is that the very best performers treat … Read More » Sales Tips business territory Engage Selling Solutions entrepreneur leads sales sales coaching Sales Leaders Sales Strategies sales team sales territory top performersThroughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

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Territories Sales Leads Sales Coaching 74

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. Territory planning requires careful thought and consideration because it's crucial to get it right the first time around. What Is a Sales Territory? Sales Territory Planning 101.

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Territories Demographics Account Referrals 87

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 billion in sales. He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth.

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Territories Revenue Maximizer Enterprise 131

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. But the most important element is how you deploy your sales representatives to the front lines.

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Territories Positioning Strategy Field Sales 68

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. Secondly, it forces companies to think about how territory, quota, role, and incentive design fit together to develop an efficient, motivated salesforce. Poor or excessive customer coverage if territories are too small, leading to missed revenue.

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Territories SalesForce Segment Incentives 52

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. Download our executive guide "Optimizing Sales Territory Design: Sales Management Association 2018 Research Update" to discover the benefits of using data and automation to optimize your sales territory planning. Sales Planning Territory Design

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Territories Guidelines Quota Data 58

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. Dave Kurlan account management time management scorecard territory managementbourdagese">Image Copyright 123RF.

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Territories Account Tools Report 156

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. Start with the following actions: Familiarize yourself with the territory as much as possible. Contact sales representatives who had the territory / customer before.

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Territories Decision Maker Exercises Social Media 263

Sales Benchmark Index

SEPTEMBER 6, 2018

As you lean back in your chair, proud of your team’s sales accomplishments the prior year, Article Sales Strategy best practices Chris Gosline customer customers earnings hit your goal hit your number make your number making the number master your territory new year office revenue sale sales sales growth sales managers sellers stretch goal territories this year top sales leaders turnover undermining your sales managers US VP VP of Sales workload analysis calculator

Territories 146

Territories Sales Management Analysis Revenue 146

Canidium

JUNE 4, 2020

If Your Sales Team has Quotas to Hit, You need SAP’s Territory and Quota Management Tool. Territory and QuotaSo far, 2020 has not gone the way many of us expected it to.

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Territories Quota SAP Field Sales 73

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.

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Territories Exact Strategy How To 75

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. It’s a critical team effort to determine the best place to […]. B2B Sales

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Territories Retention Buyer Objections 130

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. It is important to understand why sales management makes a territory change. Perhaps it is to equalize the potential of territories across the entire team.

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Territories Quota Travel Maximizer 224

Sales Hacker

JULY 13, 2021

The post Territory Management Decoded: How to Uplevel Your Lead Routing and Scoring to Close More Deals appeared first on Sales Hacker. Join this session learn how Sales Operations can increase its business acumen with data and align and communicate recommendations in an effective way for all stakeholders. Revenue Operations Community Events

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Territories Sales Operations Data Closing 53

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. I presented a process that looked something like this: Step one: Create a list of all accounts in my territory that currently did business with us. Because of that, I could identify the several hundred accounts within my territory.

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Territories Account Analysis B2B 228

Sales Hacker

OCTOBER 8, 2020

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

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Territories Compensation Sales Operations Training 59

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

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Territories Data How To Sales 63