"Back to the drawing board - Optimizing territories and quotas."
Sales operations teams are responsible for reducing or eliminating any tasks that get in the way of the sales team achieving its goals. Sales operations needs to handle the essential sales performance management (SPM) functions and provide sales reps with the confidence that their efforts will be properly recognized and rewarded.
In Part 1 of this webinar series presented by IBM, we discussed the importance of making sure that your organization's sales strategy is aligned with its broader strategy and objectives -- in other words, making sure everyone is heading in the right direction.
With a clearly defined organization and sales strategy, it becomes the sales operations team's responsibility to figure out how to move the right products to the right customers by defining the sales coverage model and the quota distribution among the sale force. Bringing order to the complexity of managing sales territories and distributing sales quota is challenging; and if sales operations don't get it right, the sales force becomes unmotivated to make the numbers. Changing sales territories or quota assignments is not a best practice either, and something you want to avoid if possible; but let's face it, change is inevitable and sales operations needs to be agile.
In Part 2, "Back to the drawing board - Optimizing territory and quotas," we will discuss best practices and trends for sales operations teams to consider when defining and assign their sales territories and distributing their sales quota. We will also discuss some of the drivers that are making organizations adopt some of the new and emerging technologies to better manage their sales territory deployment and coverage models and to plan and distribute their sales quotas.
Please join us April 15 at 1 pm EDT. This webinar is free, but attendance is limited. Register here.
If you missed Part 1 of this series, or want to share it with a colleague, view the recording of "Changing business dynamics - delivering support for sales success."