Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

Territories 130

Territories Field Sales Outside Sales Forecasting 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

FEBRUARY 5, 2014

To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. 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.".

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

FEBRUARY 15, 2019

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Sales Enablement 260

Sales Enablement Tools Sales Territories 260

SBI Growth

OCTOBER 4, 2013

Gain access to guides and tools to help you make the number in 2014. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. Territory potential can vary widely based on demographic trends and Ideal Customer Profile saturation. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. As the primary team responsible for sales tools, it’s time to re-evaluate. Create tools such as call plans, discovery guides and opportunity assessments that are persona-based. Get LinkedIn upgrades. Build the personas into your CRM.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Hubspot Sales

APRIL 27, 2021

They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. The extent of a territory sales manager's influence leans heavily on the nature of their business, size of their teams, and structure of their sales orgs.

Territories 116

Territories Compensation Trade Show Salary 116

Steven Rosen

MAY 31, 2021

These include being systematic, knowing what top performers in your organization look like, having strong assessment tools to make scientific decisions and that the process is rigorously followed. Time & Territory Management. These tools are excellent at identifying potential red flags missed in the behavioral interviews.

Hiring 386

Hiring Territories Energy Sales 386

SBI Growth

DECEMBER 5, 2013

After evaluating your team and their tools, you might ask “Where do I start?” Don’t do a territory redesign project without knowing exactly who you’re targeting. Having the tools, process, management commitment and cadence will deliver results. Identify and Prioritize For the New Year. The sequence you take is critical.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

OCTOBER 29, 2013

What You Get — A sales tool that maps the decision making process of your product or service. This tool will get you going in under a week. #2 Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy.

Territories 308

Territories Compensation Buyer Social Selling 308

SBI Growth

SEPTEMBER 1, 2013

As part of attending this session, you will get the Sales Org Evaluation Tool. Benefits of the tool: Determine the right org model for your sales team. Geography – territories are designed by zip code. Make the # by: Building territories around rep proximity. The Sales Org Evaluation Tool goes deeper for you on this.

Revenue 316

Revenue Hiring Lead Rank How To 316

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite.

Tools 131

Tools Closing Territories Hubspot 131

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. Download the SBI Talent Assessment Tool and find out who on your team is a true ‘A’ Player. ‘A’ Players – You’re clearly going to bring these team members to SKO. Author: Tony Albachiara.

Territories 300

Territories Scale Guidelines Groups 300

Zoominfo

SEPTEMBER 17, 2024

Lead mining is becoming increasingly commonplace among companies seeking to expand into new markets and territories, as well as those hoping to increase profitability. There are many lead mining tools and platforms available today. Kaspr Kaspr is a lead mining tool that helps professionals identify potential opportunities on LinkedIn.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 358

Hiring Lead Scoring Lead Rank Compensation 358

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

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. The key problem with the “best of breed” approach is integrating all the tools, so they communicate to each other. Like the idea of territories. Per Scott, “There are also just giant enablement problems.

Scale 221

Scale Top of Funnel Territories Sales 221

The Pipeline

NOVEMBER 7, 2016

Beyond specific activities, this needs to include an overall annual territory plan; key account plans; prospecting plans; and most importantly at a minimum monthly activity plans, although it would not kill you to have one that continuously covers the next two weeks. Save that for January, when you abandon your New Year’s resolution.

Wireless 303

Wireless Face-to-face Quota Distribution 303

Sales 2.0

SEPTEMBER 24, 2014

They are building out a new territory so they need people to contact. Some sales people in my firm were discussing where they could get the best prospect lists. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use.

InsideView 322

InsideView Prospecting Hoovers Territories 322

SBI Growth

DECEMBER 19, 2013

The SBI Sales Initiative Assessment Tool has answers. No matter what initiatives your sales organization is considering, this tool carefully evaluates them. After you download the SBI Sales Initiative Assessment Tool , you’ll need to do a little customization. After you’ve done this, send the tool to your senior team.

How To 303

How To Incentive Incentives Demand Generation 303

SBI Growth

AUGUST 31, 2013

A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. A bonus tool is included to help create a common vision. Revised sales territories. Implemented standardization of tools and processes. Use the Culture Creation Tool questions to ask your team of Reps questions.

Hiring 310

Hiring Transportation Follow-up Lead Scoring 310

SBI Growth

JANUARY 3, 2014

Use the time management tool to track the activities you have identified. Re-examine your territory strategy to make yourself more efficient and more effective. Download the Time Management Tool. Use the results of the tool to have a conversation with your manager about gaps and help re-focus your efforts. Next Steps.

Cancellation 296

Cancellation Face-to-face Territories Follow-up 296

SBI Growth

AUGUST 7, 2013

He builds tools and systems to ensure his managers execute these projects. He’s looking at compensation analysis, territory design, and sales structure. The successful VP of Sales spends about 25%-40% of his time out in the field. However, he can’t spend time with every customer. Instead, he’s working on current projects.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

SEPTEMBER 23, 2013

Your reps utilizing social and mobile tools consistently was not in your ’13 plan. Territory design, quotas and compensation plans. Complete the Strategy Blueprint Tool for 2014. This tool will help you come up with the answer. Why This Matters— The size of your addressable market has shifted. Review it with this example.

Compensation 325

Compensation Social Media Incentive Incentives 325

SBI Growth

JANUARY 5, 2014

Download this simple tool to track the three aforementioned productivity killers. A-players – Incent them more and put them in your best territories. It is using tools like LinkedIn to get face-time with Decision Makers inside target accounts. I am a big advocate of face-to-face coaching. So where is your time really going?

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Sales Hacker

JULY 28, 2021

Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts. Do I need a sales forecasting tool? How do I evaluate sales forecasting tools? 11 sales forecasting tools to consider. Do I need a sales forecasting tool?

Sales Forecasts 130

Sales Forecasts Forecasting Tools Oracle 130

Understanding the Sales Force

JANUARY 27, 2014

They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. Finally, we were able to remove the impact of territories, product lines, and competition. I''ll be showing everyone how to access the tool and how to use it. It''s quite the opposite. If you can''t see the video click here.

Case Study 291

Case Study Study Lead Scoring Lead Rank 291

No More Cold Calling

OCTOBER 16, 2014

The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you!

Face-to-face 291

Face-to-face Transportation Cold Calling Social Media 291

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. But what if reps and managers could identify accounts owned by specific reps or that are unowned, yet a part of particular territory?

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

The Pipeline

SEPTEMBER 8, 2014

This requires a different skill set, different methods and tools, than those relied on for being a number 1 rep. 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. Saying “here’s what I did, you can do it too”, is useless.

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

SBI Growth

NOVEMBER 16, 2013

You will receive the Sales Leaders Listening Tool. Benefit— A different rep has a call on a similar buyer in another territory. To get started: Download the Listening Tool Guide. What does it MEAN to listen to the market —You will make the number in less time, with less effort and outsell the competition. It is customer focused.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

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 105

Pipeline Tools Coaching Forecasting 105

Sales and Marketing Management

JULY 6, 2017

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things?

Sales Management 205

Sales Management Quota Territories CRM 205

SBI Growth

JUNE 26, 2013

Sales Process / CRM Overview – Provide a view of the pipeline, the sales process, forecasting and the CRM tool being used. Territory Design / Structure Process. Compensation – Overview of compensation models and exception handling. Quota Setting Process.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

The Pipeline

SEPTEMBER 15, 2014

As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. A variation on the delegate route, is automation.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

SBI Growth

NOVEMBER 25, 2013

open territory) is met in stride. Download the tool and work on developing people for promotion. That’s profitable and good business. Get Extra Credit : The great ones make the number while helping you. Training, piloting or even taking on extra responsibility (i.e. Somehow they figure out how to do it. And make it look easy.

Promotion 297

Promotion Construction Hiring Scale 297

SBI Growth

NOVEMBER 17, 2013

Territories and quotas that maximize output. With the right people, tools, support, and clout, Sales Ops can transform the organization. Service issues, they have a line on resolution. Impact : Sales Ops directly influences performance of the sales team. Well-designed sales dashboards for reps and leaders. Throw out the status quo.

Company 296

Company Hiring Buyer Persona Maximizer 296