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Webinar Recap: How to Align Territories to Maximize Sales Potential

After two months of engaging registrants from all over the world, our Sales Performance Quick Bites webinar series has ended. Now available on demand, the series explores pressing challenges that sales organizations face when trying to improve territory and quota management, sales compensation, objectives management, and sales analytics. Each 20-minute session adds another piece to the sales performance puzzle and helps the audience discover the value that data analysis, modeling, and the ability to adapt to change bring to the territory management process.

Hundreds of people with experience in sales performance management, sales enablement, sales compensation, and sales planning tuned in to the series, making it one of the most successful we have ever run. It’s also been one of the most relevant. Audience members strongly related to the challenges we touched on.

Territory Management Challenges: The DOs and DONTs

The first webinar session focuses on sales territory management, one of the most complex processes in sales ops and a daily struggle for the many large sales organizations that are trying to maximize the potential of their territories while maintaining coverage and balance. Both are critical for success.

Imbalanced territories impact the bottom line. For example, imagine a sales organization with a dozen large territories, each of them overstaffed, each full of reps who must compete to achieve quota. Now imagine another dozen territories ­­— each of them understaffed. Instead of fighting each other, reps find it impossible to keep up with the profuse number of new opportunities while continuing to serve current customers. Depending on the size of the organization, this imbalance in opportunity and workload could lead to huge losses. Balancing both, however, may well save this organization — and others like it — millions of dollars every year.

Our extensive research indicates that many sales organizations still have trouble getting balance and coverage right. Other territory management activities, too, put a strain on companies and require too much effort.

  • sizing and structuring territories that target the right customers, in the right locations
  • making timely changes to sales alignments
  • providing assignments and performance information
  • managing territory infighting, confusion, and lack of motivation
  • responding quickly to trends, market changes, and emerging issues

The webinar provided us with the perfect opportunity to showcase how Optymyze can help companies overcome these challenges. We introduced our solutions and shared our pride at outscoring all of our competitors in territory management and planning in Gartner’s Critical Capabilities for 2017.

Sales Territory Management: Visualize and Analyze

Sales organizations sit on mountains of sales performance data. But it’s only valuable if put to good use. Optymyze works with the organizations to streamline, clean, store, and ultimately make that data easily accessible. Specific roles have access rights to specific data sets, so users are granted the appropriate visibility: while field managers need to see how their whole team is performing at any time, sales ops needs strategic data that can be leveraged for accurate forecasting and foresight into results. Of course, sales reps too need access to their share of relevant data, such as transactional details, quota attainment, and YoY metrics. Sales Territory Management provides the kind of visibility that leads salespeople, sales ops, and managers to make better-informed, insightful decisions.

Information access, visibility, and evidence-based action are as crucial to sales success as the mobile technologies that make them possible at any time, from anywhere. With salespeople on the go and selling time often lost on mundane, redundant activities, mobile first has become a concept that many sales organizations live by. Why? Salespeople manage their territories more efficiently and increase time-to-value by staying up to date with sales performance data in real time. With the help of the Map Component, they also locate accounts faster.

Available on desktop and mobile, the Map Component enables leaders, analysts, and sales reps to gain actionable insights about territories based on factors such as historical sales, current number of opportunities, and account size. The Map Component can be used with Alerts, Angular Gauges, Charts, Tables, and Compensation Summaries, as well as apps like Yammer, Twitter, and YouTube, to create compelling dashboards that salespeople can access around the world and around the clock.

Territory Adjustments: The Moving Parts of the Process

In addition to discussing the above considerations in the webinar, we explored  territory adjustment, a data-driven process most often triggered by market changes and internal movers and shakers.

Territory adjustments help organizations adapt more easily to changes such as mergers & acquisitions, alliances, relocation of offices, product launches, rep turnover, changes in strategy, and reductions/escalations in staffing due to territory imbalance. When mishandled, however, adjustments can become labor intensive. They reduce productivity and create territory imbalance – a costly problem regardless of the size and scope of the organization. Organizations must have a sound process in place for territory adjustment if they want to avoid a bumpy ride. When adjustments are made after quotas and compensation have been planned for the period, they impact pay and expectations, and the ride gets even more precarious.

Sales Territory Management counteracts all of these challenges through advanced territory adjustment capabilities that ensure customers maintain both adequate territory coverage and agility.

Words from the Webinar

What follows are some of the questions registrants asked and we responded to during the webinar.

Teanna: Do you recommend changing quotas when territories are temporarily reassigned?

Optymyze: As long as the target reflects the full potential of the territory, no changes to quotas are required; however, when more credit can be collected as a result of adjustment,you may want to look at the impact that changes to quotas would have on sales incentives. The timing of such changes could also play a role in your decision-making process. Obviously, short-term changes may render the cost of making quota adjustments too high to justify the investment. In the end, as long as you manage to strike the right balance between sales targets and sales potential, that should be the way to measure a good decision.

Our platform does more than allow users to adjust quotas after territory reassignments have been made. It enables full scenario simulation based on hard data, so leadership can make informed decisions.

Anne: When a salesperson leaves the company or takes a vacation, does Optymyze allow moving his or her territories to another sales rep, or even to multiple people?

Optymyze: We’ve actually introduced this enhancement at the request of a client going through a lot of changes. The result is that now, any customer can leverage what is known as Bulk Adjustments. These allow customers to quickly reassign a salesperson’s book of business to one or multiple reps using account- or product-based attributes. This built-in capability increases time to value and ensures the best decisions are made. As our clients face a lot of changes, including mergers & acquisitions, our top priority is to drive greater flexibility in designing and managing territories to increase customer agility. 

Webinar Takeaways

Part of the Optymyze Sales Performance™ offering, Sales Territory Management helps organizations maximize revenue potential in their sales territories. We not only address ongoing territory management needs, but also helps customers plan and define territory management processes like complex adjustment and modeling scenarios. Taken as a whole, our solution helps sales organizations become the best version of themselves, and outstrip their competitors.

A unique combination of expertise in territory management, cutting-edge technologies, and proven business process know-how make our goals realizable. So does our seamless integration with all related processes: compensation, quota, and objectives management.

If you missed our live webinar, check out the territory management session on demand:

Bianca Stanescu

Product Marketing Manager

Bianca is a down-to-earth Product Marketing Manager who'll always hone in on the more human face of the tech world and keep a close eye on the industry movers and shakers. With experience in both IT security and SPM, she is currently responsible for Optymyze Sales Territory Management and Sales Objectives Management.

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