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

Webcast

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

Territory and Quota Planning Checklist: Preparing for 2014

September 13, 2013

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year.   Effective quota and territory planning starts with the right mix of standardized practices and field p

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Webcast

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

Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence

September 08, 2012

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defi

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Webcast

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

Case Study: Optimizing Sales Coverage

August 17, 2012

A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales c

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Webcast

Webcast • Strategy & Planning, Sales Operations, Sales Performance Management, Territory Management

Optimizing Sales Territories: Best Practice Planning Approaches

April 18, 2013

Productive sales forces ensure their salespeople are both effective and efficient. That includes focusing sellers on spending the right amount of time with the right opportunities, doing the right tasks. Achieving the optimal balance of salesperson impact and efficiency requires well calibrated p

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

Making Sense of Sales Territories

February 23, 2012

New Approaches to Sales Territory Management

Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or mor

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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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academic research

Academic Research • Selling Effectiveness, Territory Management

Ideal versus Actual Number of Sales Calls: An Application of Disconfirmation Theory

September 16, 2013

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction

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