How to Design Sales Territories

June 19, 2019

Sales Operations leaders should redesign sales territories to reflect the changing landscape, optimize spend potential in each account, and harness untapped sales rep capability. Doing this answers the following questions: How is your current sales territory plan performing? When was the last...

Is Sticking with Geographic Sales Territories A Mistake?

July 10, 2017

Is sticking with geographic sales territories a mistake? Maybe, maybe not. Don’t assume it’s the best approach just because historically that’s been the best route. Buyers may haveevolved beyond your current sales model. It’s difficult to grow revenue faster than your...

Allocating Sales Territories For Maximum Revenue Growth

December 30, 2016

Charles Race is executive vice president of field operations at Informatica, an enterprise software company reporting approximately $1.1 billion in sales. He recently spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth...

Designing Sales Territories

December 21, 2015

Are you designing territories for 2016, or will be soon? If so, clickhereand listen to this podcast for an example of how to do it correctly. It is an interview withTim Robertson, US Vice President of Sales and Marketing at DHL,...

Case Study: Tim Robertson, Vice President of Sales and Marketing at DHL on Designing Sales Territories

August 3, 2015

If so, click here and listen to this podcast for an example of how to do it correctly. It is an interview with Tim Robertson, US Vice President of Sales and Marketing at DHL, the most international company in the...

How to Build Next Year’s Sales Territories

December 11, 2014

It’s planning time again. In December, most Sales Managers are getting ready for next year. A major step in the planning process is building or tweaking your sales territories. If next year’s number is bigger, you may need to add...

Are Your Sales Territories Keeping Pace with Customers?

August 20, 2014

Sales reps want to be productive. Productivity results in quota attainment and job satisfaction. If they’re unproductive, they’ll likely become frustrated and leave. To be productive, they need potential. One root cause of rep turnover is an unproductiveaccount/territory assignment. Often,...

How to Optimize Inside Sales Territories

October 8, 2012

Are you prepared to optimize the investment in inside sales? (To learn the latest on why insides sales is on the rise, sign up for our Making the Number Tour here.) Over the last two months, I have had several in...

How to Balance and Produce Refined Sales Territories

May 17, 2012

Much of the first two blogs were about discovering, understanding, and finding ways to maximize the market potential for your sales organization. Now that you have determined true Territory Potential using the process in my last blog and had a head...

3 Keys to Maintaining Effective Sales Territories

March 26, 2012

Pinpointing the right sales reps to the proper territories at the correct times. Mapping and Maintaining Sales Territories is a tricky process, and it will likely remain tricky forever. But, that doesn’t mean you shouldn’t strive for improvement of your Sales...

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