Too often sales leaders misallocate their sales territories. Their territory management and decision making is based on criteria that have little to do with the proven effectiveness of reps. I recently interviewed Charles Race, EVP of Field Operations at Informatica, regarding territory management. Informatica is a leading enterprise software company with approximately $1.1 billion in sales.

 

Charles heads sales, field marketing and professional services globally. During his tenure, he has implemented an excellent territory planning process. Essentially, his process allows him to excel at determining headcount relative to quota capacity. Charles puts the best reps in territories with the most potential. This allows him to maximize his team’s revenue generation.

 

In the episode, we will discuss Charles’ methodology for territory management. We will cover everything from assessing territory potential to encouraging sales reps to hit their sales quota each sales cycle. We will also share more unique sales management tactics. These include opportunity-based quota setting, and ghost territories. Finally, we’ll wrap up the episode with some tactics that other sales leaders can implement immediately.

 

Territory planning is difficult, especially in large organizations like Informatica. Charles’ experience provides invaluable insights to other leaders of large sales forces. Watch our capacity planning discussion to make sure you get it right. Ultimately, a well thought out methodology is key to your success. And Charles’ interview is a great place to start. His innovative process is ahead of the rest of the enterprise software industry.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

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Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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