TERRITORY OPTIMIZATION

55% of Enterprise Software and SaaS companies have Sales Operations play a lead role in designing territories and optimizing them on an ongoing basis. A clearly defined role and territory ensure focus is on customers and competition where it belongs. Energy is not wasted on internal conflict over account assignments when the policy is equitable and clearly defined.

 


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Enterprise Sales Operations is a “big picture” view into the inner workings of the enterprise technology sales organization including SaaS , on-premises software, services, hardware and networking. The sales operations function is integral to how enterprise sales organizations function and align with marketing, finance, IT and product development.

Fundamentals are covered here without apology. The basics are the most common failure point for under performing sales organizations and instilling a solid foundation is the key to scaling an organization past $25M, $100M and $1B in annual sales.Continue Reading

+Neal Murphy +ESO