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Is Your Top Rep Superman or Just a Super Territory?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales leader sales territories sales territory Senior Vice President of sales SVP Sales territory alignment territory design

The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

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

Allocating Sales Territories For Maximum Revenue Growth

Sales Benchmark Index

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

Your Territory is Your Business | Sales Tips

Sell More and Work Less

Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

4 Steps to Master Your Territory

Sales Benchmark Index

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.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

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.

Are Your Sales Territories Keeping Pace with Customers?

Sales Benchmark Index

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 Often, territory assignments are outdated and have not kept pace with market changes.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

How to Optimize Inside Sales Territories

Sales Benchmark Index

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.

Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

Sales Benchmark Index

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.

Territory Alignment: The Right Resources in the Right Place

Sales Benchmark Index

Corporate Strategy Marketing Strategy Product Strategy Sales Strategy SBI on Demand Video allocating territories misalignment sales sales patch territory alignment territory design

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

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 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

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.

7 Ways to Become the CEO of Your Territory

Modern B2B Sales

These are the people who are given added responsibility, and entrusted with the larger deals and better territories. You can achieve this by thinking of yourself as CEO of your own territory. Being CEO of your territory means finding a way to achieve your sales number no matter what.

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

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.

Part II The Territory & Quota Management Revolution

OpenSymmetry

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.

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

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.

Sales Management World Class Best Practices around Territory.

Sales Benchmark Index

Why Your Contacts Are Territorial About Your Relationship

The Sales Blog

Why Your Contacts Are Territorial About Your Relationship is a post from: The Sales Blog | S. It isn’t always pretty, and it isn’t usually easy to find your way out of a territorial relationship.

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

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No Sales Territory, No Sales

Sell More and Work Less

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

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What Makes Territories Unfair

The Sales Blog

What Makes Territories Unfair is a post from: The Sales Blog | S. Territory plans are mostly unfair. Territory plans are unfair to the clients within the territories because they are designed to ensure that the opportunities have coverage, not that the right salesperson is assigned to the right prospect. Territories aren’t built on the criteria of who the best person to create value for the client would be. When is a geographic territory the best plan?

Save a Sinking Sales Territory in Exactly 400 Words

Sales Benchmark Index

What’s it Like in “Me Only Territory?”

Jonathan Farrington

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”.

Get the Sales VP’s Attention with This Enablement Tool

Sales Benchmark Index

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?

Tools 76

What’s it Like in “Me Only Territory?”

Jonathan Farrington

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”.

Baseline Selling Time to Increase Revenue Per Sales Head

Sales Benchmark Index

Article Sales Strategy increase revenue per head maximize selling time sales strategy Selling time territory alignment

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide.

Tools 87

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere.

How to Get The Most Out Of Your Sales Talent

Sales Benchmark Index

Territory Design Sales Performance Management Talent Management Compensation In all professions, talent is a key element to success. This is most obvious in sports but can be said for all professions. Put the most talented team on the field and you’ll often win.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. Sales Effectiveness account planning account strategies bloomfire expense management expense reports gorilla expense plan2win sales achievement sales proposals Sales Prospecting sales tools territory plans YeswareTweet Spring cleaning to rejuvenate sales. Spring is here.

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Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

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?

6 Reasons Why Having a “Territory Free For All” Will Hurt Your Sales

Sell More and Work Less

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

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How Your 5th-Grade Geography Quiz Informs Sales Force Design

Tech Bytes

I recently helped a high-tech client revamp its North American sales territories. Even in an increasingly digital ecosystem, the geography of a sales territory influences the effectiveness of the sales rep assigned to it, regardless of the rep’s individual capability. ZS Associates ZS High Tech sales force design Ryan Madsen sales territory planning geography

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7 Key Responsibilities of Sales Managers

Pipeliner

Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. The B2B buying process is shifting, and as a result, selling as we know it has shifted, too.

Sales is (Becoming More of) an Inside Job

Tech Bytes

Kyle Heller ZS Associates sales force effectiveness territory design ZS Inside Sales High Tech Sales operations At a 2013 Inside Sales Virtual Summit , one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video.

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"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Nearly every company gets to the point where they must realign territories, accounts or roles. Let's take John, who is being paid a $75,000 base salary and earns commissions of 10% on the revenue generated in the territory. Image Copyright 123RF Stock Photo.

Improving the Sales Organization’s Change Readiness

OpenSymmetry

As we know, SPM is a ‘broad church’ spanning talent acquisition and development, sales process, Territory and Quota Management (TQM) and incentive compensation design and management. TQM – High modeling capability to deliver new territory alignment and quotas.

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Sales Performance Management: Not Your Parent’s Compensation Calculator

OpenSymmetry

There are a number of key aspects that are evolving in the SPM world, making operations and processes more efficient: Stand-alone Territory & Quota Management Modules are now being incorporated into systems.

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

Make sure that you align other sales performance management elements like account management, territories, quota, sales coaching and on-boarding to make sure there is no disconnect with plan design. Then add onto that any charge backs or adjustments for territory changes.