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In an Omnichannel World, Do Territories Even Matter?

SBI Growth

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.

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Top 10 Problems with Channel Sales - Don't be Held Hostage

Understanding the Sales Force

Ignored in all of these articles are those clients and companies that sell through channels. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more. Channel sales is quite different. In these cases, the channel salespeople function more like coaches.

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Taking sales to the next level

Sales 2.0

as this channel has become saturated. Territories : Sales territories need to be designed to support these goals and strategies. Territory design can take in several factors as inputs such as geography and industry coverage, how the skills of the team match the needed coverage, and how equal each territory is to the others.

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Prevent ‘A’ Player Turnover

SBI Growth

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. Ned was given the smallest territory and worst customers.

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Thru the Candidate’s Eyes - Attracting Sales Talent

SBI Growth

Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top producers demand a fair, equitable and coverable territory. A patchwork territory based on prior relationships raises a red flag. Top Performers’ Top 5. Hot product.

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The Many Different Selling Roles and How They Differ - Part 1

Understanding the Sales Force

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

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How to Find Out What Your Competitors Are Doing That You Are Not

SBI Growth

Territory Design : Have they realigned territories putting their best people where the most market demand is? Channel partners who represent both products. Using the three secrets revealed: The implications for this company meant examining their sales process and territories. And the outcome was pretty large.