Mastering Customer Engagement with Agile Territory Management Mastering Customer Engagement with Agile Territory Management In the realm of sales and customer engagement, the only constant is change. From the shifts in global markets to the internal dynamics of ... Apr 8, 2024
Pitfalls of Account Scoring in Territory Design “…And that is why Acme Corp has an Account Score of 94” Why is account scoring blowing up? The world of account data has exploded in recent years. In RevOps, we now have access to intent signals, tech... Apr 5, 2024
RevOps Guide to Territory Equity RevOps Guide to Territory Equity “Territories are not fair.” ”My accounts are bad.” ”This team has a better shot to achieve quota than us.” “My quota makes no sense.” “I don’t have any accounts in ind... Mar 26, 2024
How to Write the Rules of Engagement for Your Sales Organization -> Free Template Included! How to write the Rules of Engagement for your Sales Organization -> Free Template Included! What are Rules of Engagement (ROE) and Sales Policies? Rules of Engagement or Sales Policies (you’re going t... Feb 13, 2024
How to Launch Your Territories and Books of Business at Sales Kickoff -> free template included! How to Launch Your Territories and Books of Business at Sales Kickoff Introduction: Congratulations on successfully navigating the Planning Season and meticulously designing territories and books of b... Feb 1, 2024
It's OK Your House Is Dirty It's OK Your House Is Dirty ...Everyone else's is too Have you ever had a guest come over to your house when it wasn’t in tip-top shape? Maybe there were toys out. Maybe there was some food on the cou... Jul 31, 2023
The Design Guide for Existing Customer Books of Business The Design Guide for Existing Customer Books of Business “I left the company because my accounts sucked. When I asked my management and ops teams to fix it, nobody could explain the process to me.” --... Jul 21, 2023
Territory Design Mastery: Avoiding fireworks and building trust with Sales Territory Design Mastery: Avoiding fireworks and building trust with Sales Like pineapple on pizza and politics at the dinner table, Territory Design always seems to ignite the most heated conflicts. ... Jun 22, 2023
The History of Sales Territories: From Geographic to Target Accounts The History of Sales Territories: From Geographic to Target Accounts Sales territories have been an essential aspect of sales organizations for centuries. In this article, we are going to explore the ... Jun 1, 2023
Is change management the worst part of planning? Successful change management takes vision, leadership, and just a bit of salesmanship. Change Agents must prepare the organization both logically and and culturally for a shift in the norm that achiev... Mar 23, 2023
How many accounts should I assign to a rep? Determining the number of accounts to assign to a sales representative is a crucial decision for sales managers. The right balance of accounts can help reps meet their quota, while too many or too few... Mar 16, 2023
Are Geographical Sales Territories Dead? For decades, geographic sales territories have been a cornerstone of sales organizations. Sales reps have been assigned a specific geographic area to cover with the expectation that they build relatio... Mar 9, 2023