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

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

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.

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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.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. 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. Author, Nancy Nardin is the foremost expert in sales productivity tools.

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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.

Duct Tape is Not a Sales or Marketing Tool!

Fill the Funnel

This experience has helped me recognize when duct tape is the tool of choice. It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. Original article: Duct Tape is Not a Sales or Marketing Tool! ©2013

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One Easy Tool to Improve Sales Efficiency Now

Sales Benchmark Index

Examples include optimized territory structures and off-loading non-essential tasks. Let the Scorecard tool do the math delivering an overall customer priority score. This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013.

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A Sales Enablement Tool for the CEO

Sales Benchmark Index

To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories?

How to Create More “Selling Time” with IT Tools

Cincom Smart Selling

Any IT tools that can free up a few minutes or a few hours for folks will be greatly appreciated. Updated my territory map, marking each customer location and products installed. IT tools can pick up some of the slack. Let’s just consider my list again and see how a few IT tools could have liberated me back in the Jurassic era when I was in selling. My whole day from that past era is now automated via IT tools and applications like quote software.

It’s Not the Tools That Make the Salesperson

The Sales Blog

It’s Not the Tools That Make the Salesperson is a post from: The Sales Blog | S. It’s not the tools that make the salesperson. It’s the salesperson that makes the tools. Where Tools Make No Difference. A poorly trained, poorly developed, and poorly coached salesperson can only perform poorly even when provided with the best tools ( or even the best territory ). You can give a poor performing salesperson access to all of the tools that Sales 2.0

Sales is (Becoming More of) an Inside Job

Tech Bytes

These tools are quickly catching on and overtaking face-to-face visits and traditional meetings, which are expensive and too time consuming for busy buyers. Kyle Heller ZS Associates sales force effectiveness territory design ZS Inside Sales High Tech Sales operations

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Eliminate the Time Zone Confusion No Matter Where You Are

Fill the Funnel

Enter today’s web tool located at If you have a national or worldwide territory keep it open it a tab so it is always available. 30 in 30 - 2013 Web Tools converter Daylight savings time Missed meetings Time Zone

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Optimal Incentive Compensation Plan Design for Successful Implementation


Sometimes the old process was so manipulated by work arounds, it is better develop a complex landscape before automation knowing that you’ll have the right tools available to execute on a more optimal plan design. Then add onto that any charge backs or adjustments for territory changes.

BYOT Improves Your Chances of Success

Fill the Funnel

I differ from Shanto in that I do not see sales reps deploying many of the powerful new generation of sales tools in any significant number on their own. They say that they are waiting for their company to select and pay for these tools.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Of course Smart Selling Tools will also be there covering the event and reporting on what we see and hear. That’s me with Sassy.

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Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Refine B2B Sales Process in 2012 With Tools and Attitude. How can our earlier scenarios improve with tools? Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). Sales Tools.

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

Smart Selling Tools

Historically, sales tools didn’t directly impact sales processes. For example, tools that focus on territory management, tracking commission payments, etc. Executive Interviews Sales Tools/Product Reviews Al Lieb ClearSlide sales acceleration sales effectiveness Sales Enablemen

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Territory & Account Planning.

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Today, this vital business process is plagued by archaic tools, namely spreadsheets or simplistic and inflexible bolt-ons in CRM applications. Sales Managers and Sales Ops are quickly abandoning their archaic forecasting tools and vigorously adopting Aviso Insights.

Finding the Right Sales Performance Management Vendor


Sales Processes and Process Tools like CRM and CPQ. Territory and Quota Management.

Sales Managers Only Have One Real Goal!

Partners in Excellence

” Actually not, unless the sales manager has a personal territory, the only way the number can be achieved is through the people on the team. These include, making sure we have the right people on board, that they are deployed in the territory most effectively.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity.

IsThis Common Sales Training Presumption Your Increase Sales Barrier?

Increase Sales

Later, a colleague Laura Novakowsi and myself after additional research of other goal setting tools created a goal setting worksheet that was process driven and allowed talent assessments along with critical success factors and resources to be part of that process.

Sales People Are Not Automatons!

Partners in Excellence

Recently, I was doing pipeline, deal, and territory reviews with several sales teams. In the reviews, they were clearly struggling–they had new sales processes, new tools to help them in executing their deal strategies, developing their accounts, and managing their pipelines.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Tool. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

How Much Time Will Our CRM System Take From Me?

Partners in Excellence

They’re both excited about the tool, but worried about it. They want to use the tool, but they’re worried about the time that it will take from their day. The question also shows they haven’t figured out how to incorporate the tool into their work flow.

The 13 Least Known Sales Technologies


Buyer and company intelligence tools provide sales professionals the insight needed to get the conversation going. 4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas.

Nancy’s Sales App of the Week: @CallidusCloud #CALDC3

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. It can route the leads based on territories and pipelines to ensure optimized distribution. Stay tuned for next week’s episode when we talk about a tool to help your inside sales team crush their numbers.

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Sales Tool. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Back To Basics!

Partners in Excellence

Billions are spent in advanced or specialized sales training programs or sales enablement tools. Do they know they are accountable for everything that happens in their territory and for achieving the goals they accepted upon taking the job (and updated annually)?

Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. Everyone yelling, “Me, too!”

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder.

iPad App That Shows Your Contacts On a Map

Fill the Funnel

Want to create a new sales territory and see which customers might be affected? You need to view the most efficient route, this is the tool. Web Tools address book App iMap ipad Map routing

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. Step Two : Calculate personal income based on executing the Territory Account Plan. January is over.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Territory & Account Planning.

Crafting a Powerful LinkedIn Introduction Message

Increase Sales

LinkedIn is one of the most powerful marketing tools that small business owners, entrepreneurs and sales professionals have at the touch of their finger tips. territory.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. Best Practices from the Industry Outbound Selling Sales Development B2B Sales B2B Sales Insights data intelligence Good leads Outbound Sales Prospecting Sales Effectiveness Sales Enablement Tools Sales Intelligence Sales Leads Sales Tips

Hacking Sales Management

Partners in Excellence

Having strong Deal, Pipeline, Territory/Account, Call Review processes. They fight for their people, getting the resources, support, tools needed to make their numbers. I’ve been writing a short series on Hacking Selling–( Hacking Selling , Hacking Selling Part 2 ).

Back from Vacation? Time to Get Your Prospecting Mojo Back.

Productivity and Motivational Tips for Inside Sale

There are 10 steps to the repeatable prospecting systems of the Sales Superheros: Just as they are getting ready to start their day, they automatically turn on all their tools. They strategically plan and understand their territory and determine the best penetration strategy.

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