Hyperlocal Field Sales Territory Planning with Johnstone Supply

Map My Customers

When it comes to sales, some might think planning your territories based on geography, and building genuine relationships with your leads is old-school. This territory is Johnstone’s number one region in sales and continues to experience 50% year over year growth rates.

Optimal Sales Territory Coverage


Optimal territory design helps companies to balance workload, but it is also one of the hardest and most vital practices faced in Pharma Industry, yet the majority of the organizations face common challenges. The post Optimal Sales Territory Coverage appeared first on REVO.

The Complete Guide to Sales Territory Mapping (and Software)


There’s a lot of strategy that goes into proper sales territory mapping. In this post, we’ll look at sales territory management — what it is, what it entails, and how you can improve it. What Is Sales Territory Mapping? What is a Sales Territory Map?

9 Best Sales Mapping Software Tools for 2022


Looking for the best sales mapping software? Sales mapping software is an essential part of every field sales team’s toolbox. . Today’s sales reps rely on the latest technology to optimize their territories and increase sales. What is Sales Mapping Software?

Turnover in Pharma: Revealing the Price Tag


When a medical representative leaves the company he doesn't only take institutional knowledge with him, but his retinotopic intelligence, customer relationships, sales territory intelligence that he has built while working there.

Everything You Need to Know About Maptive (Pros & Cons)

Map My Customers

For today’s outside sales teams to truly be successful, comprehensive territory management and location intelligence software is absolutely essential. The good news is, there is no shortage of available options in this type of outside sales software.

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13 Critical Sales Performance Metrics to Track in 2022


Within your company, there are few people that rely more on data than your sales professionals. Sales performance metrics have never been more accessible. What Are Sales Performance Metrics? Sales performance metrics are measurements of the activities that happen in a business.

Everything You Need to Know About Badger Maps (Pros & Cons)

Map My Customers

Successful sales teams know that in today’s fast-moving and super-competitive business environment, sales automation and location intelligence are essential tools to use. Badger Maps is a field sales tool that serves as a personal routing and sales planning app for reps.

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FDA verdict on Enhertu in HER2-low breast cancer due before year-end

Pharma Phorum

AstraZeneca and Daiichi Sankyo will hear back from the FDA before the end of 2022 on their license application for Enhertu in HER2-low breast cancer – an indication which could drive the drug into multibillion-dollar sales territory.

What Gets Measured Gets Done: The Proven Sales Plan from Jasper Engines

Map My Customers

Managing a large sales team can often lead to challenges within an organization. Having a defined sales process can lead the team through those challenges and bring continued success. Their sales organization is extremely structured, and this is all a part of their sales strategy.

The Best Mobile Sales Enablement Apps 2022

Map My Customers

Why are successful businesses willing to put so much money into mobile sales enablement tools? Because they know it works — according to statistics from G2’s LearnHub , 76% of organizations see an increase in sales between 6% to 20% due to the use of sales enablement tools.

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CRM Mapping Software: 11 Ways to Accelerate Outside Sales Performance


CRM mapping software can give your outside sales team a major competitive advantage. How efficient is your outside sales team? How many times have your sales reps walked into the office of a prospective lead, only to find that they’ve already spoken to another rep in your company?

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The Ideal Medical Device Sales Personality

Medical Sales Authority

Our readers frequently ask about the ideal medical device sales personality. Many different types of people find ways to be successful in medical sales. Related: Sixteen Tips On How To Break Into Medical Sales. What Makes A Good Medical Sales Person?

Choosing the Best Sales CRM: 15 Popular Options Broken Down

Map My Customers

Over the last decade, the landscape of sales has been changing, and companies have shifted to become more customer-focused. In fact, according to Salesforce , “46% of sales leaders say that deeper customer relationships are a key objective for sustaining success.”

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10 Steps to Increase Door to Door Solar Sales


Door to door solar sales is quite popular amongst solar sales professionals. In this article, we’ll give you a 10-step process you can use to boost door to door solar sales for your company. Map and assign sales territories. Map and assign sales territories.

How to Become a Pharmaceutical Sales Representative

Pharmaceutical Representative Training

What is a pharmaceutical sales representative? What skills are necessary to become a pharma sales rep? If so, you might have the makings of a great pharmaceutical sales representative. Pharma Sales Rep Salary & Perks. The Future of Pharma sales representatives.

40 Experts Discuss What to Include in Daily, Weekly and Monthly Sales Activity Reports


What sales activities should you report on a daily, weekly or monthly basis? Achieving consistent sales growth for your organization is critical to long-term success. One way companies are doing this is with the use of sales reports. Daily Sales Activity Reports. Sales

Prospecting Roundup: 7 Articles to Improve Your Sales Team’s Prospecting Effectiveness

The Brooks Group

To help you optimize your team’s sales territory planning strategy, we’ve rounded up 7 posts from The IMPACT Sales Training Blog that focus on the sales skill that is so crucial yet so commonly underemphasized—prospecting. 17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness. Get Your Sales Team Prospecting Smarter, Not Harder. Sales Prospecting: 6 Tips to Share with Your Sales Team.

Help Your Reps Develop Prospecting Plans with These 8 Tips

The Brooks Group

Your sales team’s success depends on effective prospecting, and effective prospecting depends on effective prospect planning. Help your salespeople fill their pipelines with qualified prospects that lead to more sales, using these 8 steps.

How to Become a Medical Sales Rep & Build a Successful Career As One

Map My Customers

If so, a career as a medical sales rep is a very good option! Medical sales can be an incredibly lucrative field. A job in medical sales can compensate well due to the amount of medical/engineering expertise required and customer service support that clients need.

Why Your Sales Compensation Plan May Not Be Properly Identifying Top Performers

The Marketing Advantage

November 3, 2021 The ability of a sales compensation plan to correctly identify and reward a sales force’s true top performers is critical to motivating and retaining not only those top performers, but the sales force as a whole. For declining sales, it is difficult to tell.

6 Steps to Create a Successful Sales Business Plan

The Brooks Group

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Unfortunately, many sales reps fail to prioritize planning. But with these 6 simple steps, your sales reps can identify their sales strategy and create a sales business plan that they can use to stay organized and crush their sales targets.

13 Practical Field Sales Canvassing Tips for 2022


What is Sales Canvassing? Sales canvassing is when you initiate contact with a prospect or lead that you don’t have an appointment set or meeting scheduled with. Sales Canvassing Tips. Map sales territories. Track all sales activities.

How to Manage Deals and Grow Your Sales Pipeline

Map My Customers

The goal of most businesses, especially from the sales side, is to turn as many leads as possible into customers. Many different things have an impact on that goal during different stages of your sales process. Sales Funnel vs Sales Pipeline: What’s the Difference?

43 Best Apps for Field Sales Reps in 2022 (By Category)


If you want to maximize the performance of your sales team, you need the right technology: sales rep management tools, apps that improve efficiency, and platforms that give you detailed sales analytics in real time. The sales apps have also been broken out by use case.

Be a Better Route Planner with These Route Optimization Tools

Map My Customers

If your route planning strategy isn’t working out for you, we can guarantee there is a better way to chart your course and see real results: incorporate route optimization software into your sales toolbox. On average, fully-dedicated outside sales reps spend 4.5

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Sales Force Effectiveness – A Path to Success


Sales Force Effectiveness – A Path to Success Article by Evangelos Mantzafos – Business Development Manager – MaBiCo. The Growing Importance of Sales Force Effectiveness. Undoubtedly between these two categories of costs sales & marketing exceeds R&D. Sales Force Size.

5 Creative Ways Your Sales Reps Can Connect with Clients and Prospects This Holiday Season

The Brooks Group

The Sales Territory Planning Workshop coaches salespeople on the best strategies for developing sales plans that they can implement, track, and measure for success. The holiday season can be a challenging time to connect with clients and prospects. While everyone is busy with family and wrapping up year-end activities, they’re also buried in automated holiday greetings. . Skip the mundane, and teach your salespeople these five creative ways to wow their important contacts.

The 10 Blog Posts Sales Leaders Found Most Helpful in 2017

The Brooks Group

With many clients and prospects out of the office, however, there are opportunities for your entire sales team to assess what’s going well and where there’s room for improvement. Make the most of any downtime your team has this month to focus on improving sales effectiveness to hit the ground running in the New Year. We’ve rounded up the top 10 most popular posts from The Sales Leader blog in 2017 to give you a place to start when you’re looking to improve your team’s performance.

5 Ways Your Salespeople Are Wasting Time

The Brooks Group

Part of your job as a sales leader is to stay connected to your sales team’s daily habits. As a sales leader, you must coach your sellers to quickly and objectively evaluate whether a prospect is truly qualified, so no time is wasted chasing a deal that will never happen. The length of your sales cycle will vary, and so will the number of touchpoints necessary to close a deal. They follow an ineffective sales process (or they don’t use one at all!).

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How to Evaluate Sales Performance to Improve Your Team’s Success

The Brooks Group

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team. Follow these 6 tips to evaluate the sales performance of your sales professionals and uncover where you can help them improve their sales productivity.

Pharma Selling: What Doctors expect from Medical Sales Reps?


Pharma Selling: What Doctors expect from Medical Sales Reps? Sales representatives in the healthcare industry are expected to manage their “territories” as if they were running their own business. A toothpaste is prescribed by doctors -> more sales for the pharmacist.

The Disconnect In Advertising In The Medical Sales Industry With Zed Williamson And Clark Wiederhold

Evolve Your Success

Join this conversation as they dig deep into the disconnect in advertising in the medical sales industry and how they are fixing that gap. The Disconnect In Advertising In The Medical Sales Industry With Zed Williamson And Clark Wiederhold. That put me on a path of understanding sales.

The Year in Review: Top Posts of 2015

The Brooks Group

Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. It’s our mission at The Brooks Group to transform sales organizations so that it’s easier for our customers’ customers to buy. One way we do that is by delivering sales effectiveness thought leadership via the IMPACT Sales Training Blog.

How to Figure Out What You’re Looking for in a Top Salesperson

The Brooks Group

Have you ever considered luring top sales talent away from your competitors? On its surface, the idea seems like an effective and efficient recruiting strategy, but the truth is an A-player at one company won’t always perform at those high levels when their sales environment shifts. Is the corporate sales culture of the competition drastically different than your own? Is the sales cycle length of your competitor considerably longer or shorter than yours?

7 Must-Have Time Management Tips for Salespeople

The Brooks Group

No one knows how true this is more than sales professionals. Success in sales involves juggling many different tasks—some are tedious and time consuming, but simply cannot be avoided. If you want to maximize your sales reps’ high-gain selling time, have them look for administrative tasks they can eliminate, automate, or outsource. Email can be a very easy and effective sales tool, but it can also become a tremendous drain on time and energy.

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How to Use Your Annual Sales Kickoff Meeting to Fuel Engagement

The Brooks Group

Increasing engagement within your sales team not only means you’ll be in charge of a happier, more satisfied group of people, it’s also good for business. Your annual sales kickoff meeting is a great chance to define your organization’s purpose along with the strategies and tactics you’ll use in the coming year to meet it. Check out these 4 ways to increase engagement at your annual sales kickoff meeting. NOTE: Our sales training tools are designed to make your life easier.

3 Simple Steps to Radically Improve Your Team’s Sales Productivity

The Brooks Group

The key to increasing sales productivity and getting your salespeople to make the most of their time is a detailed action plan. But let’s face it, in your sales team’s rush to hit their quota, details and planning can get pushed aside. That’s why it’s up to you, as a sales leader, to not only set goals for your sales team, but also to show them the best path for reaching them. Sales Performance Improvement Sales Team Motivation Time Management

6 Steps for Successfully Onboarding New Sales Reps

The Brooks Group

Research from The Sales Management Association reveals that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. The first few months after a new rep is hired are the most critical to their retention, performance, and long-term success, so it’s important to get your sales onboarding process right. Start the Sales Enablement Process Before Day One. Sales Hiring and Retention Sales Performance Improvement

Highly Effective Prospecting Techniques for Your Sales Team in 2018

The Brooks Group

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. What would a prospect want to see if they went to check out your sales rep’s profile? Sales referrals are one of the most powerful ways to generate high-quality sales leads. Getting a customer referral helps salespeople over the first hurdle of the sale—establishing trust.