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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
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
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.
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
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.
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.
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
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.
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
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.
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 .
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.
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
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.
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.
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.
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
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?
Do I Really Need Another Rep?
Sales Benchmark Index
JULY 7, 2018
Add another rep, drop them into a territory? I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? My on boarding process takes a.
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.
[INFOGRAPHIC] SMA Research Update: The Price of Poor Sales Territory Planning
Xactly
MAY 22, 2018
Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning.
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.
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 !
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 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.
Six Keys to Manage Your Sales Territory More Effectively
Janek Performance Group
JULY 12, 2018
You’ve just been awarded a sales territory by your sales leadership team. In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. Now it’s up to you to properly nurture and grow that area to drive sales.
Weekly Roundup: How To Create a Sales Territory Plan + More
The Center for Sales Strategy
JULY 6, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. lead generation inbound marketing Sales Wrap-up sales playbook
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
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.
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!
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
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.
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