Using Territory Management to Meet Your Sales Quota

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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 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.
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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 salesbenchmarkindex.com/conta....

[@MrJoel9679]

Great insights.Thanks Charles and SBI. Sales is like any other function in that you run projects to implement your strategy. Better analysis and project management go a long way to improving your methodology and communicating change.

[@ivanbravo347]

Tie is too short.

[@joel965]

Xnay on the sound effects they are super excessive and annoying