Article
How to Create A Sales Territory Plan [Guide + Examples]
cognism.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
“These territories group accounts based on common attributes, including geography, industry, and company size.” This would result in uneven performance and fluctuation across mid-market and enterprise segments and a lack of precision in Cognism’s outbound sales strategy. As Jonathon Ilett, VP of Global Sales at Cognism, explained: Jonathon added: This also resulted in a lack of focus on Cognism’s ideal customer profile, as sales and marketing were not focusing on areas with the highest win rates and best retention metrics. It made the SDRs and AEs’ jobs more complex and less repeatable, as they had to continuously switch who they were selling to, which reduced sales productivity and efficiency, and constantly altered the context of their pitches. These common mistakes also meant Cognism’s sales teams couldn’t examine their geographical performance. Because Cognism was emerging in new regions, UK reps often sold to both DACH and the US, while US reps sometimes sold to France. Therefore, Cognism couldn’t understand what teams were doing well and where they saw success, as every team was selling everywhere. As Rob Tomchick, Chief Revenue Officer at Cognism, also shared: If you’re expanding into new markets, check out our International Expansion Zone. It’s packed with videos, blogs and playbooks to help you with your strategy.
“Europe isn’t a single market - it’s 27 unique ones.” This would result in uneven performance and fluctuation across mid-market and enterprise segments and a lack of precision in Cognism’s outbound sales strategy. As Jonathon Ilett, VP of Global Sales at Cognism, explained: Jonathon added: This also resulted in a lack of focus on Cognism’s ideal customer profile, as sales and marketing were not focusing on areas with the highest win rates and best retention metrics. It made the SDRs and AEs’ jobs more complex and less repeatable, as they had to continuously switch who they were selling to, which reduced sales productivity and efficiency, and constantly altered the context of their pitches. These common mistakes also meant Cognism’s sales teams couldn’t examine their geographical performance. Because Cognism was emerging in new regions, UK reps often sold to both DACH and the US, while US reps sometimes sold to France. Therefore, Cognism couldn’t understand what teams were doing well and where they saw success, as every team was selling everywhere. As Rob Tomchick, Chief Revenue Officer at Cognism, also shared: If you’re expanding into new markets, check out our International Expansion Zone. It’s packed with videos, blogs and playbooks to help you with your strategy.
“Each with its own culture, economy, language (24 of them), and way of doing business.” This would result in uneven performance and fluctuation across mid-market and enterprise segments and a lack of precision in Cognism’s outbound sales strategy. As Jonathon Ilett, VP of Global Sales at Cognism, explained: Jonathon added: This also resulted in a lack of focus on Cognism’s ideal customer profile, as sales and marketing were not focusing on areas with the highest win rates and best retention metrics. It made the SDRs and AEs’ jobs more complex and less repeatable, as they had to continuously switch who they were selling to, which reduced sales productivity and efficiency, and constantly altered the context of their pitches. These common mistakes also meant Cognism’s sales teams couldn’t examine their geographical performance. Because Cognism was emerging in new regions, UK reps often sold to both DACH and the US, while US reps sometimes sold to France. Therefore, Cognism couldn’t understand what teams were doing well and where they saw success, as every team was selling everywhere. As Rob Tomchick, Chief Revenue Officer at Cognism, also shared: If you’re expanding into new markets, check out our International Expansion Zone. It’s packed with videos, blogs and playbooks to help you with your strategy.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.