Six Keys to Manage Your Sales Territory More Effectively

Janek Performance Group

You’ve just been awarded a sales territory by your sales leadership team. In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. Now it’s up to you to properly nurture and grow that area to drive sales.

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.

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. White Paper. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

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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. White Paper. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Where can I get the best prospect list?

Sales 2.0

They are building out a new territory so they need people to contact. She’s been doing studies on B2B data providers for the last several years and has written up each study in a white paper. You can grab these white papers here.

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. White Paper. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis

Xactly

Are we assigning effective territories? Learn more about the power of Xactly Insights and end-to-end SPM solutions in our white paper, Driving ROI: The Business Case for a Comprehensive Sales Performance Management (SPM) Solution.

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. 10 tips to win the sales call execution challenge.

Do You Have a Personal Marketing Plan?

Pipeliner

How do you need to position yourself in the market place – your territory or your accounts? Visit www.BobU.com to download your complimentary White Paper “The New Economy of Buyers, Why Traditional and Consultative Selling Methods No Longer Work”.

The Pipeline ? Top Sales & Marketing Awards 2011

The Pipeline

Finally, and frankly my favourite is the White Paper nominated for Top Sales & Marketing EBook , it is a piece I wrote focused on time called Sales Happen In Time. Territory Alignment. White Paper. Home About The Pipeline. Contest. Free Resources. Search.

Sales Tech Simplified: How to Find ‘Selling Nuggets’ Through Relevant Insights

Smart Selling Tools

Vortini’s goals are to achieve greater efficiency, quickly discover upsell and cross-sell opportunities by identifying white space, find “selling nuggets” through relevant insights, and use forecasting to make it actionable. Map account white-space.

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Re-Engineering Your Revenue Supply Chain to Avoid the ‘Amazon Effect’

Sales and Marketing Management

These tools provide real-time alerts that enable SDRs to connect with prospects at their “moment-of-interest”—the exact moment they open their email, click on a link, or download content (an article, case study, white paper or other offer). Clear understanding of territory and assigned leads.

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

The Pipeline

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The Pipeline ? Goal Achievers Radio Interview

The Pipeline

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The Pipeline ? Meaning of Value?

The Pipeline

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The Pipeline ? Intrepid Radio

The Pipeline

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The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline

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The Pipeline ? Sales Force (Mis)Alignment

The Pipeline

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The Pipeline ? Tactical use of Voice Mail

The Pipeline

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The Pipeline ? Long Live The Status Quo!

The Pipeline

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The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

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The Pipeline ? Contest ? Enter To Win!

The Pipeline

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Etch a sketch sales force – implications for sales training

Sales Training Connection

Recently Booz & Co published an interesting white paper about this alignment issue – The Adaptive Sales Force. The Etch A Sketch Sales Force. The Etch A Sketch was introduced at the peak of the Baby Boom 1960 and was one of the best-known toys of that generation.

Key account managers (KAMS) – is it time to adopt Waigaya?

Sales Training Connection

With this shift in how large customers are buying and in particular in their demands to achieve cost savings across product lines, the classic individual territory sales reps is no longer the way to go. Key Account Managers – KAMS – and Waigaya.

The Pipeline ? Qualify and Disqualify

The Pipeline

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The Pipeline ? 3 R's of Prospecting Success

The Pipeline

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The Pipeline ? What's in Your Pipeline? ? Attitude

The Pipeline

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The Pipeline ? Socially Kosher?

The Pipeline

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The Pipeline ? Where to Start ? Who will Own It?

The Pipeline

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The Pipeline ? Opposite ? Different -Or?

The Pipeline

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The Pipeline ? Sales & Consequences

The Pipeline

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The Pipeline ? Mastering Voice Mail

The Pipeline

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Understanding the Fundamentals of Effective Sales Rep Management

Xactly

It lays out territories, quota, compensation, and the strategy your team will employ to reach company objectives. In order for reps to hit their numbers, they need well-designed territories, informative enablement tools, and a motivating compensation plan.

The Pipeline ? Win The Sale Without Compromising on Price

The Pipeline

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The Pipeline ? The Right Way to Use Demos in Technology Sales

The Pipeline

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The Pipeline ? Never Let a Good Plan Get In The Way Of Success!

The Pipeline

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The Pipeline ? Implementation vs. Execution

The Pipeline

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The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

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The Pipeline ? Work Your Cycle not the Calendar

The Pipeline

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The Pipeline ? Take Time Out To Get Ahead ? Sales eXchange ? 133

The Pipeline

Most in sales are comfortable with planning on an annual level, territory level and account level. Territory Alignment. White Paper. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.