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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 
An SDR’s Field Guide to Sales Territory Mapping
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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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 Navigate Sales Territory Mapping in 2021
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.
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.
A Basic Guide to Territory Optimization
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? No matter what it looks like for your team, territory mapping has a definite benefit.
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.
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
In an Omnichannel World, Do Territories Even Matter?
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.
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. Podcast Sales Strategy revenue objectives sales sales leader sales operating plan sales strategy sales territory strategy territory alignment territory design workload
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
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Territory Managers: A Look at Their Role, Skills, and Compensation
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.
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 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.
Two Keys to Success in Large Territory Account Management
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
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.
Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything
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?
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. 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.
Top Considerations for Sales Territory Planning
Xactly
JANUARY 24, 2019
See how one company was able to create strategic, profitable sales territories using Xactly AlignStar. Territory Design
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. It creates optimized sales territories, increases quota attainment, and helps to improve overall sales performance. See if your sales territories have room for improvement.
Is Poor Territory Design Undermining Your Sales Strategy?
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
How to Build a Sales Territory Plan with a Buyer-Centric Approach
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.
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.
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 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.
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. 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.
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 billion in sales. He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth.
Your Territory is Your Business | Sales Tips
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.
6 Best Practices to Help You Ace Sales Territory Management
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.
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. 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.
Sales Planning Fundamentals Part Four: Territory Planning
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
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. Start with the following actions: Familiarize yourself with the territory as much as possible. Contact sales representatives who had the territory / customer before.
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. 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.
Why do you need a solution for Territory and Quota (T&Q) Management?
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.
Is Poor Territory Design Undermining your Sales Managers, Contributing to Undesirable Turnover, and Hurting Overall Sales Growth?
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
How to Build a Sales Territory Plan with a Buyer-Centric Approach
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
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.
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. 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.
Compensation Cookbook: Designing Comp & Territory Plans from Scratch
Sales Hacker
OCTOBER 8, 2020
The post Compensation Cookbook: Designing Comp & Territory Plans from Scratch appeared first on Sales Hacker. Sales Operations Training & Events
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. 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.
How to Create a Sales Territory Plan: 7 Best Practices You Need to Know
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
TAM – The First Step Every Territory Sales Rep Must Take
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.
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