Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

Rethinking Sales Coverage

Exploring New Approaches for Better Coverage Plans and Sales Territories

For decades, sales operations have approached sales territory design and coverage planning in largely the same way. It seems that the "standard" approaches have become so ingrained that people don't even consider how these methods might be woefully outdated and ineffective. Even in this area, however, current market conditions are forcing everyone to question the status quo, explore new possibilities, and find better ways. In this on-demand webinar, you'll learn about:

  • The current market dynamics that are actually enabling a more effective approach to sales coverage.
  • How different coverage models and territory designs affect sales metrics and financial performance.
  • Advances in data science and technology that have made new approaches both possible and practical.
  • How to get your organization to think differently about aligning sales resources to market opportunities.

This webinar is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Designing Sales Comp Plans That Actually Work

    For driving salesperson behavior, your sales comp plan is one of the most powerful tools at your disposal. But any incentive you offer can have disastrous unintended consequences. In this guide, learn about four pitfalls to avoid and ten things to consider when designing your comp plan.

    View This Guide

  • Isolating the Impacts of Price, Volume, Cost and Mix

    Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.

    View This Tool

  • The Multiple Dimensions of Value Chart

    Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.

    View This Tool

  • Five Performance Boosters of Follow-On Sales

    While customer acquisition is certainly important, it might not the best place to focus if you really want to see dramatic improvements in sales performance. Learn how a shift in focus can increase your close-rates, shorten sales-cycles, and improve your margins.

    View This Guide