How your sales team can survive — and thrive — in these times

on June 9, 2021

This is part two in a multi-article series exploring how you can help your sales team cope with an unpredictable pandemic recovery period. Read part one. In the first entry of this blog series, we examined the major effects that the COVID-19 pandemic had on the sales environment during 2020. We concluded that while the crisis wasn't devastating to sales across the board, it still led organizations to deal with considerable changes, including large-scale shifts to remote operations. The evolutionary shifts in the sales process that were...

Six things every sales manager needs to do in 2021

on February 1, 2021

It's a new year, but 2021 – from an economic perspective – is likely to be almost as hectic and uncertain as 2020. With that in mind, it's critical that sales managers take the time to make concrete plans for the year ahead. This means taking time to think about the way things are now, while also looking forward to how things might change over the next few years.

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10 Ways to improve sales rep performance

on September 29, 2020

Successful sales rep performance is a crucial element for any sales-based business, but achieving it is often easier said than done. Your sales team has to deal with uphill battles including difficulties connecting with prospects, changing customer needs, unpredictable market factors and struggles creating value during client outreach. And while old standbys like sales training and metrics tracking remain staples for improvement, there are some other strategies that can help you better...

Category:

Field Sales
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Fastest Route with Multiple Stops: A Guide for Field Sales

on September 24, 2020

Local lockdowns and social distancing requirements brought on by the Covid-19 pandemic have had a big impact on field sales teams. Meetings that once took place in person have shifted to phone and video conferencing. And while technology has been an essential crutch during these unprecedented times, it’s no substitute for real-life, face-to-face conversations. The rapport you can build when you meet someone in person and the visual cues you pick up on during face-to-face meetings are hugely...

Category:

Field Sales
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Area Mapping in Sales: 3 Ways It Can Help You Win More Deals

on April 30, 2020

As a sales leader, you're always looking for the advantage, but there's a secret weapon you may not have thought about yet: area mapping in sales. Imagine this. You're sitting down to a game of chess. You know that you and your opponent are evenly matched in skill, so you're feeling confident. But wait, there's a catch. You sit down and someone hands you a blindfold. Your opponent gets to see the board and the pieces, but you're playing in the dark. Who do you think wins now? It's not fair,...

Increase Outside Sales with Effective Territory Management

on April 23, 2020

Effective territory management is a problem most sales leaders, sales operations leaders and sales analysts agonize over. However, when you manage territories well, you can increase revenue and transform outside sales team efficiency. We hear from a lot of leaders who say their sales and service team members don’t fully understand their territories. This gap in understanding leads to lost opportunities. But using a territory builder and realigning sales territories can result in a 2-7%...

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The complete guide to fixing a broken sales process

on February 13, 2020

Having worked with hundreds of sales leaders and thousands of salespeople, there's a definite problem holding them back: Unclear or non-existent sales process. This leads to a lot of challenges, but sales leader don't always make the connection between these problems and their broken sales process. When you clearly define a sales process, many of the challenges your sales team faces will start to evaporate.

Category:

Field Sales
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Strategic Planning for Sales Territories: Creating a Roadmap for the Future

on January 10, 2020

In a recent blog, we looked at how eSpatial's new Territory Manager can be used for operational scenario planning. Our hypothetical regional sales manager had to quickly cover a territory after a sales rep left the company. Now we'll look at how Territory Manager can be used for long-term strategic planning.

Sales Capacity Planning: Are You Getting the Most Out of Your Sales Team?

on January 2, 2020

It's a business death knell: "But we've always done it this way!" Getting stuck in a rut is bad for business, especially when it comes to your sales team. Just because you've had five sales reps in a region for years doesn't mean it's the ideal number. That's why you need a sales capacity model. If you haven't reviewed your sales territories recently, business activity may have drastically changed. And if your sales reps have too many accounts or leads to follow up with, you're probably...

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Save time by reporting sales territory performance with mapping

on September 13, 2019

If you're still using spreadsheets to track your sales territories and performance, we have good news for you. You can reclaim your time through territory and performance mapping! Nortek Air Solutions started mapping and cut the time they spend preparing reports by a month every year. Putting a little initial effort into preparing your data and mapping your territories can help you achieve similar long-term results. But how does mapping help improve the efficiency of your reporting? We'll...

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