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 http://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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