Using Territory Management to Meet Your Sales Quota

Visit our website: https://salesbenchmarkindex.com Download the workbook here: https://salesbenchmarkindex.com/tools... Learn more about our Workbook: https://salesbenchmarkindex.com/workb... Take the Revenue Growth Diagnostic: https://salesbenchmarkindex.com/reven... Schedule a Visit to The Studio: https://salesbenchmarkindex.com/the-s... This week on the SBI Sales and Marketing podcast, we discuss the best tactics for hitting your sales quota each year. For more tips, check out http://bit.ly/GoSBItips. 00:40 Introducing Charles Race, executive VP of field operations at Informatica 01:10 Head count relative to sales quota capacity 02:13 Determining account potential 02:27 Top-down sales planning vs. the bottom-up approach 08:27 Sales management: Looking at the product launch road map 10:21 Determining optimal territory sizes 15:59 Balancing territories with their workload capacities 21:51 Opportunity-based quota assignments & ghost territories 24:14 Determining an assumed opportunity base 30:18 Territory management methodologies 36:58 Transitioning accounts across territories 40:25 The first steps to building a capacity plan 44:41 Factoring over assign into your sales cycle 45:48 Wrapping up and next steps SBI TV Episode Summary The SBI Sales and Marketing podcast is a weekly dive into sales and marketing strategies featuring advice from some of the top CEOs, CMOs and sales leaders in their industries about how they hit their sales quota year after year. In this video, we explore how to develop a healthy sales management strategy over a variety of territories. In this episode, Greg Alexander, CEO of SBI, discusses with Charles Race, the executive vice president of field operations at Informatica, his methodology for territory management, from assessing territory potential to encouraging sales reps to hit their sales quota each sales cycle. Greg also shares some of his more unique sales management tactics, including opportunity-based quota setting, ghost territories and offering multiple economic packages for your sales force to pick from. We end with a look at transitioning accounts across territories and communicating changes to the field. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/conta....