Displaying articles, webcast archives, and management tools for the category "Territory Management". Click here to see upcoming events for this category.

Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management, Territory Management

Quota Setting Best Practices for Sales Operations

October 19, 2011

Effective quota-setting programs are essential for growth planning, strategy, enabling productivity, and measuring results. Drawing from Better Sales Comp Consultants' recently-concluded research on sales operations’ quota-setting practices, this webcast features insights on what&r

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Strategy & Planning, Sales Technology, Sales Operations, Sales Performance Management, Territory Management

The Science of Sales Force Deployment

October 19, 2011

From SMA's 2011 Sales Productivity and Performance Management Conference

Management's impact on sales productivity begins before the first sales call is made, when the sales deployment model is established. Sales deployment decisions define the who, what, when, where, and how of customer coverage - addressing how many and what type of salespeople will contact whic

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Webcast

Webcast • Sales Process Management, Coaching, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Metrics, Process, and Performance Management

August 04, 2011

Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan

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Webcast

Webcast • Strategy & Planning, Sales Force Roles, Sales Operations, Territory Management

Sizing the Sales Force

June 22, 2011

Do we have the right sales force size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. This Sales Management Association webcast provides useful frameworks for answering this perennial leadership question.  Led by Charlie Tho

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management tool

Management Tool • Territory Management

Territory Alignment Modeling Tool

April 24, 2011

Quantifying the Business Case for Territory Realignment

This spreadsheet tool quantifies sales capacity and missed opportunity by sales territory, and may be used for modeling the business impact of territory realignment.

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Webcast

Webcast • Sales Operations, Selling Effectiveness, Analytics, Territory Management

Measuring Sales Force Activity

January 13, 2011

Online Experts' Exchange

How salespeople spend their time is the key determinant of sales force productivity. In this Sales Management Association Online Experts’ Exchange, our panel examines the “how, when, and why” of measuring sales force activity. Emphasis is given to specific activity measurement a

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Webcast

Webcast • Strategy & Planning, Sales Technology, Analytics, Sales Performance Management, Territory Management

Online Experts' Exchange: Aligning Sales Territories

January 11, 2011

Assigning territories are high-stakes decisions for sales organizations; firms who use an analytical approach to optimizing sales territory assignments stand to unlock a significant productivity gain. In this Sales Management Association Online Experts’ Exchange panel discussion, we review

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research

Research • Strategy & Planning, Sales Operations, Analytics, Sales Performance Management, Territory Management

Sales Territory Alignment

January 23, 2010

Trends and Best Practices

Businesses invest heavily in deploying field forces to service customers and increase revenues. Field resources may expand or decrease depending on business conditions, but the central challenge remains the same. It’s critical to ensure that these field resources find their targets, de

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management, Territory Management

Optimizing Sales Territories

January 22, 2010

Planning Approaches to Unlock Productivity in 2010

Any company with a direct sales force has lots at stake in efficiently deploying its sales resources. Yet few sales organizations structure sales territories with a rigor approaching even the most routine analysis used by other “deployment” functions in the firm, such as that use

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