Historically sales territories have existed as a way to simplify the division of accounts between your sales team. Geographic boundaries and sales team availability are used to establish which accounts belong to which account manager. It is then down to the territory manager to service the accounts and leads in their patch.

Effective territory management is more than basic geography

Posted by David Costello on 13 February 2017
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Those who fail to plan, plan to fail” goes the old saying. But far from being an over-shared LinkedIn “inspirational” quote, this modern day proverb actually has some basis in fact. Try bluffing your way through a sales meeting with an FMCG client and you’ll quickly understand the wisdom of thorough preparation.

Sales Planning – Because Effective Sales Meetings/Calls Don’t Happen by Accident

Posted by David Costello on 7 February 2017
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Customer satisfaction has always been crucial to building a loyal customer base. But experts routinely tell us that customer service is now “dead”, that we cannot rely on existing customers to keep coming back simply because they have worked with you before.

Doing what you promised | Technology and the Sales Fulfilment Process

Posted by David Costello on 31 January 2017
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Sales operations is not an emerging field within the traditional business framework, however, under the sweeping trend of new technology, the world of sales operations has been inevitably changed. Sales ops directors and managers often have an overarching perspective of organizational sales strategies, departmental structure, and overall revenue growth. Some of them play particular important leadership roles in the sales team, while the others work as adjunct roles. In the new digital world, sales leaders may have also noticed that they have more freedom in terms of defining their roles within an organization with the help of new tech.

The Revolution of Sales Operations: Embrace New Technology

Posted by David Costello on 6 December 2016
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