Zoominfo

MARCH 26, 2025

The downstream effects of these errors quickly become hard to contain: Territory Planning Turmoil: If your CRM fails to show that two companies are related, you might assign them to different reps, causing overlapping outreach and internal turf wars. Pipeline Attribution Chaos: Inaccurate hierarchy data wreaks havoc on pipeline reporting.

Data 130

Data Revenue Scale Territories 130

Sales 2.0

OCTOBER 25, 2021

Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.) Territories : Sales territories need to be designed to support these goals and strategies. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company.

Territories 396

Territories Compensation Scale Decision Maker 396

SalesHood

AUGUST 30, 2022

The Five Minute Sales Territory Plan Between sales kick-off season approaching and another year beginning, there’s a lot of talk about self-sourcing pipeline, prospecting strategies, and territory management planning.

Territories 128

Territories Analysis Pipeline Prospecting 128

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Thoroughly researching new areas and understanding their laws and regulations will help you successfully break into new territories. Request a demo today What is sales territory?

Territories 52

Territories Ideal Customer Profile Analytics Proposal 52

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

Territories 303

Territories Top of Funnel Account Funnel 303

The Pipeline

JULY 16, 2012

The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?” They are able to stay focused on their territory, while earning some incentive for asking one extra question. What’s in Your Pipeline? Tibor Shanto.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

Zoominfo

JANUARY 21, 2025

Here, AI isnt a sidekick it drives decisions by forecasting outcomes, de-risking pipelines, and optimizing strategies in real time. These systems analyze CRM data, client engagement histories, and external signals to recommend the optimal next steps for every account in the pipeline.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

SBI Growth

MARCH 16, 2022

While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller retention.

Territories 312

Territories Intent Retention Study 312

SBI Growth

SEPTEMBER 14, 2012

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.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Hubspot Sales

MARCH 1, 2021

While it’s important to understand sales performance as a whole, it can also be helpful to understand how specific segments of your pipeline are performing. In this post, we’ll go over how to create a segment-specific report that you can use to understand your business’ quarterly sales by territory using Excel. Image Source.

Territories 133

Territories Report Top of Funnel How To 133

SBI Growth

SEPTEMBER 22, 2014

How will you fill the pipeline with new opportunities? How will you fill open territories? Next year’s number has been handed down. Your sales leader is going to want to know your strategy for next year: How many heads will you need? These are just a few questions to answer.

Territories 288

Territories Resources Pipeline Strategy 288

The Pipeline

NOVEMBER 7, 2016

One example was highlighted in a recent piece about pipelines , where sales people lie to themselves about the quality of individual opportunities, and by extension, they lie to themselves, their managers and companies about the state of the entire pipeline, and the ultimate revenue delivered.

Wireless 303

Wireless Face-to-face Quota Distribution 303

SBI Growth

AUGUST 6, 2012

Pipeline: Know what is coming up in the near future. Is your pipeline an accurate representation of where the Head of Sales sees growth opportunities? Is a territory mapping program the answer? Is it time to re-align territories again? Does your pipeline follow where the opportunity is growing? Money is wasted.

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

FEBRUARY 5, 2014

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.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. The January Two-Step.

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

JANUARY 10, 2014

The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. You need to identify what lead and demand generation programs will drive the pipeline. Sit down with your team and pay attention to these areas: Understanding the link between the company strategy and new quota.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

The Pipeline

SEPTEMBER 8, 2014

Again, I understand wanting to reward star sellers, but there are other ways, ways that allow you to avoid leaving a territory short, and a disappointed sales team. What’s in Your Pipeline? Tibor Shanto . Sales Execution Sales Success Tibor Shanto'

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Track pipeline and results by Personas. Are your territories designed to maximize time with customers and prospects? Evolve your perspective or suffer the consequences of missing the number next year. Build the personas into your CRM.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

DECEMBER 18, 2012

These guys have pipeline reviews that stimulate buyer action. A’ player SMs today use Linked-In and Intra-personal connections ensuring no open territories. Do you realize that for every open territory, team quota attainment drops by 13%? ‘A’ player SMs know how to get these deals done. They must rely on their Sales Mgrs.

Sales Management 300

Sales Management Lead Rank Lead Scoring Ideal Customer Profile 300

The Pipeline

SEPTEMBER 15, 2014

Revisit “No decision” Opportunities – As I have argued in the past, it is important that we always understand why opportunities that made it into our pipeline delivered the results they did, usually one of three: Win – Loss – No Decision. What’s in Your Pipeline? Hence the title of today’s post, featuring my contribution.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

The Pipeline

AUGUST 21, 2013

Second, is a territory that flourished under the rep in question, now sits vacant while the “new manager is replaced”, risking customer satisfaction and retention. What’s in Your Pipeline? You hear about leaders in the dressing room, there is room for leaders in the sales room. Tibor Shanto.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

The Pipeline

FEBRUARY 13, 2014

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. If they were starting their sales job today, if they were new to the company and or territory, how would they approach it? What’s in Your Pipeline? What differentiates the two?

Territories 292

Territories Follow-up Up-Sell Segment 292

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. What’s in Your Pipeline? That is why it is a “sales process”, not a “buying process”. Sales people are not standing at the checkout counter waiting for the next buyer to walk up. Tibor Shanto . Join me - Return On Objectives #Webinar.

Webinar Metrics 316

Webinar Metrics Objections Intent Sales Methodology 316

SBI Growth

DECEMBER 5, 2013

There are several possible reasons: Need to keep your complete book of business and preserve your territory. Don’t have accounts in the pipeline to replace the bad ones. Fill your pipeline with new prospects. You instinctively avoid customer attrition. So why maintain Bad Customers? How Do You Acquire Bad Customers?

Customer 303

Customer Referrals Margin Territories 303

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. This leads to them to make excuses like, “I missed my goals because I had three underperforming sales reps” or, “I couldn’t hit my numbers because I had two open territories for half the year.” Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

SBI Growth

DECEMBER 10, 2013

Are they in the right territories? 5) Reallocate the C player territory to your A players. Put them into the absolute best territory. Your ‘A’ Players are going to welcome the new opportunities they can add to their pipeline this year. ‘A’ Players – You’re clearly going to bring these team members to SKO.

Territories 300

Territories Scale Guidelines Groups 300

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. What’s in Your Pipeline? Tibor Shanto.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 107

Pipeline Tools Coaching Forecasting 107

Hubspot Sales

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Relying upon seller opinions when grading pipeline health. Current pipeline.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

The Pipeline

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. Some sellers create their plans for one element of success, say territory planning, then commit to an unrelated skill. As well as one method of territory planning tied to mutual objectives.

Territories 201

Territories Objections Quota Proposal 201

The Pipeline

JUNE 12, 2014

I asked what expectations are set either in terms of activities, pipeline coverage, or territory contact/coverage/penetration. What’s in Your Pipeline? This would seem OK if they were blowing their numbers away, but that’s not why I was there. You want to succeed, embrace active management. Tibor Shanto .

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

Understanding the Sales Force

OCTOBER 9, 2024

They have hired seven who are: Engaged Excited Active Bought-in A’s and B’s and far more capable than the Cs and Ds that were there Already growing their territories Showing appreciation for the coaching they are getting Resource – Read this article on why sales managers/leaders can’t and shouldn’t trust their gut.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

The Pipeline

JULY 3, 2014

Rather than settling for a B or another C, due to timing and being afraid of having a vacant territory for more than week, smart sales leaders pick up the talent when it is available. What’s in Your Pipeline? I have seen people flourish and struggle based on leadership, product comp plans and other factors. Tibor Shanto .

Hiring 275

Hiring Sports Sales Talent Territories 275

The Pipeline

APRIL 3, 2013

How many sales strategies, account and territory plans sit gathering dust on a shelf, right next to the last sales training manual, the one that focuses on execution. What’s in Your Pipeline? As a friend once said “isn’t sales great, and if it was easy they wouldn’t need us!” Embrace accountability – realize sales success.

Account 296

Account ACT Territories Sales 296

The Pipeline

MAY 22, 2013

Many are often reluctant to do this, telling me they can’t afford to have a vacant territory, if you ask me, the opposite is true, you can’t afford having territories run by these X Players. What’s in Your Pipeline? You can’t afford having your clients be attended to by these X Players. Tibor Shanto.

Hiring 287

Hiring Quota Territories Groups 287

The Pipeline

NOVEMBER 1, 2013

What it also highlights is that savvy buyers will usually put more stock in the company they deal with than the person parked in the territory at the time of the deal. What’s in Your Pipeline? Sadly a high percentage of those who would barter their “book” or think they are the pied piper their clients will blindly follow. Tibor Shanto.

Company 261

Company Loyalty Hiring Face-to-face 261

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Expand Your Pipeline. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247