Sales Planning Fundamentals Part Four: Territory Planning

Xactly

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. Is Your Territory Planning Still Stuck in the Dark Ages?

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.

The Pipeline ? Social Selling University ? Webinar

The Pipeline

Social Selling University – Webinar. Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Territory Alignment. Webinar. Home About The Pipeline. Contest.

Learn How John Hancock Increased the Quantity & Quality of Client Meetings Using MapAnything

Smart Selling Tools

Learn how John Hancock, a leading Canada-based financial services company with principal operations in Asia, Canada & the United States, leverages MapAnything to: Effectively manage large territories with many moving parts.

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

OpenSymmetry

Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar.

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How GDPR will affect sales teams (Q&A webinar)

Close.io

Here's the recording of today's webinar about how GDPR is going to affect sales teams (hint: the answer is, it's impacting sales teams in a lot of ways). Now that we've gotten that out of the way, here are the resources Chas mentioned on today's webinar: What is GDPR?

Five Keys to Accelerated Lead to Money

OpenSymmetry

Territory and Quota Solutions. Register for the Webinar Today! As someone that works in the world of Marketing, I have seen first hand that marketing and sales working together can sometimes be like trying to mix oil and water.

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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.

Can We Stop Accepting Average? Please!

The Pipeline

I have had managers tell me that they’d rather have someone in the territory than have it vacant. I get it, but I firmly believe and have seen that the long-term damage to revenue in such territories, when an average rep is sent to compete against accomplished sellers.

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. Territory Alignment. Webinar. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Territory Alignment. Webinar. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared.

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. Territory Alignment. Webinar. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

[Webinar Recap] Transforming Enterprise Sales Organizations With Data and AI/ML

Xactly

In our recent webinar “How Big Data and AI/ML are Transforming the Enterprise Sales Organization,” Xactly Senior Director of Product Marketing discussed how the SPM space is shifting to become more data-driven, and the critical role data plays in optimizing enterprise sales organizations.

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

We wanted to avoid the predictable trappings of yet another webinar, while providing our audience with relevant ideas and practices to improve their prospecting and sales. Territory Alignment. Webinar. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

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.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently?

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

Smart Selling Tools

Integrate your CRM, webinar management and more, most with one click. Marketing Sales Effectiveness Sales Industry Sales Management Sales Tools/Product Reviews Webinars and Events #df14 Bruno Mars Dreamforce That’s me with Sassy.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently?

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Territory & Account Planning. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently?

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The Pipeline ? Successful Strategies for Prospecting ? Roundtable

The Pipeline

The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Territory Alignment. Webinar. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

How to Fix a Sales Forecast Killer

Pointclear

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Increase qualified leads for existing territories.

Delivering On Your Sales Promises

OpenSymmetry

Holistically, you need to look across the breadth of sales performance management to identify the areas that are working or not working (including talent acquisition, development, the sales process, territory and quota, and comp plan design and administration).

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. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Tweet Spring cleaning to rejuvenate sales. Spring is here. As the weather heats up, I feel a jolt of energized motivation.

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Are You Using Your Sales Performance Data Effectively?

Xactly

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . View Webinar. First and foremost you need the right amount of sales reps to cover territories and close deals. Sales Territory Mapping and Design.

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10-Point Inspection for Top Sales Performance

Sales Benchmark Index

In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". January is over.

Lessons Learned for Sales and Finance Leaders in 2019

Xactly

In the webinar, “ CXO Fireside Chat: 5 Ways Data Can Elevate Sales Performance Management in 2019 ,” the two execs provided a behind-the-scenes look at how they’ve led Xactly to success.

How to Setup a Commission Plan in Six Steps

Xactly

It identifies your capacity needs, quota allocations, and sales territory design. Optimized territories then ensure reps have the opportunities they need to reach quota. Balanced territories are cost effectively and help ensure you have the right amount of resources in each area.

How to Capitalize on Sales Data as an Asset

Xactly

If you missed the first webinar, you can listen to the recording here and read our top 10 takeaways here. Register for Webinar. Join us for part two of our webinar series and see how data can be the driving force behind SPM planning, execution, and optimization.

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7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. WEBINAR] Dream Teams: How Marketing Activates Sales to Drive More Revenue. What if they read one blog and attended a webinar?

ASC 606 Implementation: 5 Lessons Learned from Real Companies

Xactly

Watch the webinar, "Meet Commission Accounting Requirements Under ASC 606 (IFRS 15)," to see a demo of how Xactly CEA can help with ASC 606 implementation and compliance. Watch Webinar. Watch Webinar.

5 Tips for Designing Successful Sales Incentive Compensation Plans

Xactly

Watch the webinar "Sales Compensation Trends and Best Practices” to gain first-hand knowledge into industry trends in sales compensation, including planning best practices, tips to reduce sales attrition, and key metrics to benchmark against. View Webinar. View Webinar.

How to Onboard, Pay, and Retain an All-Star Sales Team

Xactly

He may have a tough territory to work in, or he could be a poor hire. Watch the webinar, "Put the Darts Away: The Importance of Benchmarking Data in Sales Planning," to discover the importance of current benchmarking data for effective compensation plan design. Watch Webinar.

How to Know When to Give Up on a New Hire

Sales and Marketing Management

Target marketing dollars in their territory to generate more leads and give them a boost. Free webinar: Kevin Davis and TopLine Leadership’s Director of Training Tom Gundrum are co-presenting a free webinar entitled “Five Keys for Leading Your Sales Team to the Top” on Wednesday, July 13 at 2 p.m. The webinar is part of the SMM Connect series. Author: Kevin F. Davis If a hiring mistake costs you three months’ time, that’s not good.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Don’t do a territory redesign project without knowing exactly who you’re targeting. Here is a link to a great webinar with LinkedIn. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs.

Eliminate the Time Zone Confusion No Matter Where You Are

Fill the Funnel

Then add in the challenge of scheduling for a worldwide audience on a webinar or conference call and it becomes almost impossible to get it right. I was in awe during a recent training webinar I was presenting when I was watching the attendees arrive into the GoToWebinar panel.

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Predictable Ramp: It’s Not Just a Pipedream

InsightSquared

or a primed opportunity (thanks rep who I inherited the territory from!). Watch Misha’s on-demand webinar or reach out to us here to learn more about how we can help. “How am I doing?”. Most sales reps are genuinely driven not by money, but by success.

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Transforming Enterprise Sales Organizations With AI/ML

Xactly

Register for the webinar series, "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover sales performance management opportunities by leveraging artificial intelligence (AI) and machine learning (ML). Register for Webinar.

Self-Serve or Full Service? – Sales eXecution 242

The Pipeline

They study their territory, understand who potentially will benefit from their offering. Join me - Return On Objectives #Webinar. By Tibor Shanto - tibor.shanto@sellbetter.ca. I overheard an interesting discussion recently at the airport.

The 12 Step Compensation Plan Design Process

Xactly

Watch the webinar, "Put the Darts Away: The Importance of Benchmarking Data in Sales Planning," to discover the importance of current benchmarking data for effective compensation plan design. Watch Webinar. New territories , quotas, and measures have to be sold TO the reps.

Q&A with Xactly: The Changing Landscape in Sales Performance Management

Xactly

The webinar’s Q&A transcript with Marc and Elizabeth has been abridged below. View Webinar. Elizabeth: I think another key area where data is really rich and really valuable is in territory planning. And I am doing poorly because my territory is terrible.”