“So once you gather all of this data, you were able to make quota and territory decisions that aligned. So it’s all commensurate with the opportunity.” – Lisa Welch in today’s Tip 265
How will you optimize your own territory?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a tip for you from Lisa Welch that’s geared a little more towards sales leaders. If you’re an individual contributor like me you may want to share this with your own leadership as there are some solid ideas here. Lisa Welch is the VP of Enterprise Sales at Xactly where she’s responsible for the company’s largest accounts and a team of 10 people. Here she is with today’s tip
Lisa Welch: Hi! my name is Lisa Welch and I’m the VP of enterprise sales at Xactly Corporation. I wanted to talk to you today about understanding territory optimization from the ground up. The problem is that every company that wants to be successful must focus on mapping out territories that are in theory, viable and equitable. It’s important to ensure everyone has a fair chance of being successful, but there are many factors that influence this, so it can be very difficult to do. The Peanut Butter Strategy. In essence, spreading one quota across an entire region has been proven wrong. Yet many companies still do it. It’s the only thing they know how to do. The tip I share with you is that oftentimes there is hidden data at a company that needs to be pulled out to inform how to create territories properly. For instance, items like how many sales reps a company has, how many partners that might be in their ecosystem, how many field sales reps they have, et cetera, et cetera. All of this data can be accessed, but it requires a lot of research and collection, plus cleansing, usually done in a Salesforce type of environment. And this is something that territory planning tools can absolutely help with. So once you gather all of this data, you were able to make quota and territory decisions that aligned. So it’s all commensurate with the opportunity.
Then come on back tomorrow for another great sales tip. Thanks for listening!