Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

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. Why Territories Change.

Benefits of Territory Mapping Software

Xactly

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.

The Key to Sales Territory Mapping

Xactly

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory.

The Territory Optimization Revolution

OpenSymmetry

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. Excessive costs due to inefficient travel routing.

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.

Five Elements of an Effective Sales Territory Map

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

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.

Research Reveals Best Practices for Sales Territory Design

Xactly

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 Optimize Sale Territories for a Strategic Advantage

Xactly

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.

Get Sales Territories Spring Training Ready with This Online Assessment

Xactly

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.

Five Elements of an Effective Sales Territory Map

Xactly

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. .

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.

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

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

SalesTech Video Review: @TerrAlign

Smart Selling Tools

TerrAlign is a Sales Territory Optimization solution that can result in 5-10% more account visits with the same head count while reducing travel costs at the same time. Video Reviews Sales Territory Management Sales Territory Optimization TerrAlign territory planning

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How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Geography (Travel Time). Amaze your manager with your new territory insights. It’s that time again.

Change Your Sales Teams Bad Habits Before 2013

Sales Benchmark Index

The rep’s territory potential starts to max out. Travel. Travel - Redesigned sales territories to reduce travel time. Related compactness of a territory to available warehouse space (They sold industrial cleaning supplies).The The decrease allowed more customer facing time traveling less distance. 42% is the average amount of time a sales person spends engaging with a customer. selling time) This equals only 17 hours per week.

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Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

Because of Dale, I always thought it was cool to have a career where you did not need to travel anywhere – and have amazing relationships with customers- at the time it was all done by phone and fax - way before video conferencing. Travels and makes in-person calls.

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Geography (Travel Time). Amaze your manager with your new territory insights. It’s that time again.

The Sales Manager New Year’s Resolution: 3 Do’s & 3 Don'ts

Sales Benchmark Index

TRAVEL. Travel is another area where managers waste valuable hours. You’re not going to be able to stop traveling. A-players – Incent them more and put them in your best territories. I am big on New Year’s resolutions.

Bubble in the Funnel

Pointclear

These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’

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March Sadness

The Pipeline

But based on numerous sources, many do not have a clue where they are at the end of Q1, and are destine to continue to travel the rest of the year in the same clueless bliss. Despite the talk of ABM, many reps do not extend that work into a territory execution plan or account plan.

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How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

Amy shared her perspective on how to scale, build relationships and manage a big territory with high activity numbers. With over 100 speakers and 40 track sessions, their annual Women’s Breakfast and a performance from Grammy winning band Blues Traveler, this conference is not one to miss.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits.

Firing Your Sales Manager or Boss

Pipeliner

Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory.

You're Standing on Whose Sales Ground?

Increase Sales

Salespeople have two grounds where they travel in their selling activities. Territory – The Most Common Ground. Of course with social media and depending upon your solutions (products or services), that sales territory may be much larger than just local.

10 Ways Data and Automation are Evolving Sales Planning

Xactly

To obtain and manage this data properly, sales organizations need automated sales performance management (SPM) solutions to help facilitate their planning strategically, from territories and quota allocation, to compensation planning and management. Design Fair, Balanced Territories.

Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. Travel light. Unless you live under a rock, you know that Salesforce’s annual event, Dreamforce, is just around the corner.

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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory. Travel&Tourism.

Inside Sales vs Outside Sales: Pros & Cons

Xactly

Outside sales representatives often travel to meet clients at their location of preference, whether it be at their company conference room or for a lunch meeting. Outside Sales Advantages: Travel and associated perks such as mileage. Items can get lost in travel.

Why Did The Move from Inside to Outside Sales Take So Long?

Understanding the Sales Force

Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits.

Why You Should Fire Your Sales Manager Or Boss

Tony Hughes

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory.

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. Success is based 50% on talent and 50% on performance conditions. As you plan for 2014, are you investing enough in both?

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The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

Travel. FlightTrack Pro – One of the biggest pain points in a traveling profession is, you guessed it, traveling! Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Sales Efficiency - Has Google Provided us with the Golden Egg?

Understanding the Sales Force

If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. Click on the days in the calendar to see exactly where you traveled and when you traveled on that day.

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7 Key Considerations For Setting Aggressive Yet Achievable Sales Targets

Costello

New territories or geographies. New Territories. While territory changes are often good decisions in the long run, they can certainly shake up sales targets if the changes aren’t considered.

Key to Significantly Improve Sales Training Results

Understanding the Sales Force

The best players getting the advanced instruction on the travel teams improve the most. Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World.

Putting You Money Where Your Mouth Is!

Partners in Excellence

I talk to and work with thousands of sales people and hundreds of managers every year, traveling a couple hundred thousand miles doing it. The team established quotas for themselves based on the value they were expected to create in each of their territories.

3 Key Findings from SiriusDecisions Summit

The ROI Guy

This week Alinean was in San Diego with 1,500 of the best marketers and sales execs to network, and hear SiriusDecisions present their latest research and best practice findings.

Don’t Blow It: 5 Steps to Making Your First Sales Hire

Hubspot Sales

Territory: Where will this salesperson’s leads and customers come from (zip code, vertical market, country, or other)? Travel: Is there travel involved?

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