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 !

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

Good segmentation will also give you the following: Exactly which customers have up-sell and cross-sell potential? Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Keep track of up-sell and cross sell results.

5 Tips for Designing Successful Sales Incentive Compensation Plans


Several MIT researchers in Selling Power Magazine reveal why there are plans that work in some settings but don’t in others: Strong vs. weak incentives: Weak incentives provide small rewards as a portion of potential earnings and can discourage high performance and drive stars to competitors.

How to Prioritize your SaaS Customers to Maximize Revenue

A Sales Guy

The recurring revenue from the existing base can make up as much as 75% and more of your annual revenue. The best way to prioritize SaaS customers is across 4 categories: Low risk to renewing, lots of up-sell opportunities. High risk to renewing, lots of up-sell opportunities.

New Product? Don’t Forget to Update the Sales Compensation Plan

Sales Benchmark Index

To learn more about sales enablement and obtain our product launch sales compensation checklist sign up for our Q3 Make The Number Tour. The key lies in changing the compensation plan to drive the sales force to sell the new product. If the product doesn’t make up a minimum of 15% of the overall quota, there won’t be enough incentive for the sales rep to focus on it. Remember, we want the sales rep to focus on the product(s) that makes up the largest fraction of their goal.

[Webinar wrap-up] 5 Keys to Accelerated Lead to Money


How does your organization stack up? In other words, how does your organization stack up on the Sales Performance Management (SPM) maturity curve ? Achieve More, Make More – Sell Smarter, Sell Bigger.

Leads 65

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

If you add up all the opportunities in the pipeline of a C Player, it may approach the GDP of a small country, yet the seller continues to fall short of his or her quota. Proactively when sellers (lead gen or general territory) reach out to prospects.

The Pipeline ? 10 Fail-proof Tasks to Help Turn Your Prospects into.

The Pipeline

Sign up for our Email Newsletter. Do Your Research -Organize yourself before you pick up the phone. Follow Up – I’m amazed to hear entrepreneurs say they only follow up one or two times and sometimes never at all. I admit that I don’t consistently follow up.

Those Who Measure, Measure Rubbish

The Ultimate Sales Executive Resource

They refer to findings from their statistical studies , suggesting that the one-year impact on revenue of a sales force at the sales territory level is anywhere from 20 to 90 percent. So again it is more a result of a management decision than the salesperson's ability to sell.

VIDEO: Benchmark Best Sales Practices to Ensure Success

Keith Rosen

Are You Selling By the Numbers or Selling With a Blindfold On? • Do I know how many calls/contacts I need to make each day, each week and how often I need to follow up with a qualified prospect in order to earn their business or move them to the next stage of my sales process?

Video 78

5 Mental Attitudes of Winners By Mike Brooks

Sales Training Advice

So many people blame the economy, the leads, their territory, their boss, their family, etc., Chances are, what you are dwelling on has already shown up in your life. Success in sales, as in all of life, starts by first developing and maintaining an expectant attitude of success. Simply put, all top performers expect that they are going to succeed, and because of this they consistently take the actions that lead them to achieve their goals and become successful.

Are You Selling By the Numbers or Selling With a Blindfold On? Statistical Benchmarks for Success and Self Accountability That Most Organizations Are Still Missing

Keith Rosen

Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity. • Am I fully leveraging the power and potential of my CRM solution for prospect, client as well as territory management?