Sales Planning
Getting Down to Basics: Sales Territory and Quota Planning
In sales, are there two terms more linked than 'territory' and 'quota'? They're the bread and butter of sales strategies and behaviors. That's why a...
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Sales Planning
How to Build an Effective Sales Territory Plan
The adage “fail to plan, plan to fail” applies to sales management as much as any other sphere in business. While sales managers often have extensive...
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Sales Planning
A Complete Handbook to Defining Sales Quotas
Designing and setting sales quotas is one of the most significant responsibilities for the commercial leadership team of any business....
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Sales Planning
Costly Mistakes to Avoid When Choosing Your Territory Mapping Software
Territory mapping software benefits sales operations and planners because it integrates sales and geolocation data and uses visualization to make it...
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Sales Planning
Top-Down vs. Bottom-Up Sales Planning: Who Wins?
When it comes to sales territory and quota planning (TQP), two methods, top-down and bottom-up, are likely to come up in conversation. Do you know...
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Sales Planning
Abracadabra *poof*, Here’s Your Quota
Honestly, in my many years of selling, I’ve felt like this is the way many organizations magically assign quotas for the year, quarter, or even...
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Sales Planning
What is a Balanced Sales Territory? | Varicent
There was a time in the sales universe when creating a sales territory map was relatively straightforward. Your business had a region, state, or...
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Meet Our Contributors
Martin Fleming
CHIEF REVENUE SCIENTIST
Accredited economist, technology strategist, and author with expertise in creating ground-breaking global strategies.
Curtis Schroeder
SENIOR DIRECTOR, PRODUCT MARKETING
Experienced sales and marketing strategist with 15 years of experience.
Jacklyn Lane
PRODUCT MARKETING MANAGER
Experienced marketing specialist with proven analytical approaches to bringing SaaS products and solutions to market.
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