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Strategy
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5 Reasons You Need to Redesign Your Sales Territories

Organize the workload across territories in order to allow for equal coverage and representation of existing customers and prospects Balance Territory revenue potential across territories to allow for even rewards and incentives to all sales reps Economize and Increase Efficiency of your...

The Ups and Downs of Vertical Sales Territories

Advantages of Vertical Sales Territories Become the Expert. Think about when you are personally in the midst of the buying process (especially when purchasing something large or outside of your comfort zone). Don’t you feel more comfortable if your salesperson is...

Sales Ops Resolution: Build Market-Focused Territories in 2013

Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. It will also remove many of the excuses reps give for missing their...

Sales VPs – Are ‘A’ Player Quotas Rising and Territories Shrinking?

You are preparing for 2013. Every year rolling out new expectations is challenging. You are hiring new reps. Subsequently, this leads to smaller territories. Yet, quotas are increasing. You can already hear your team complaining as you deliver the news. You...

Open Territories – The Silent Sales Strategy Killer

Open territories – territories without a dedicated Sales Rep – can eat up large chunks of revenue from the bottom line as ravenously as you’ll chow on turkey today. Your 2012 plan was built on the assumption that your team would...

Sales Analysis: Do Your Sales Reps Know their Territories?

Many reps echo this very statement, using it as an excuse to not put more effort into actively prospecting. It’s a common explanation of why the rep in question does not need to spend more time hunting. This response is a...

Sales Analysis: Do you have optimally aligned and balanced territories?

Your sales reps tell you they are busy, constantly working customer issues, pursuing opportunities in the current account base, and even prospecting new logo business. Everyone is constantly working, therefore you must have well-balanced and optimally aligned territories, right? This...

3 Data-Driven Steps to Increase the Diversity of Your Salesforce

Just imagine – you made the decision to diversify your salesforce and have created a more inclusive environment that retains A-players from varying backgrounds and perspectives. And because your salesforce thinks differently and challenges the status quo, you’ve improved your...

The 5 P’s of Sales Talent Motivation and Retention

The most difficult challenge leaders will face in 2021 is motivating personnel. Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. In this environment, how...

The Market Has Changed—Is Your Sales Team Aligned to New Opportunities?

How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot...
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