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First Principles for All-Star TQP

First Principles for All-Star TQP

Want to hit your Territory & Quota Planning out of the park? You need the first principles and right metrics to take you there. Varicent’s very own Martin Fleming gave us best practices and tactical ways to get your TQP process into the Big Leagues.


Discussion topics

  • Understanding your market/territory for good territory design

  • Measures for evaluating your current TQP

  • Assessing territory structure to serve existing customers and building new relationships

  • The importance of your tech stack in creating best practices as a motivational tool for employees and for executive leadership


Key TAkeaways

  • The Counterintuitive Key - enterprise accounts: large, national named accounts have a much more important role and prominence than we think. Every business is built around a few large customers with special attention paid attention to them

  • The Secret Sauce to planning with ease - working backwards: start at your evaluation from a financial perspective, then think through the journey metrics that will help you hit that goal, determine what seller support and activity that will get you those metrics, and finally, look at the territory that corresponds to those sellers, that activity, and those metrics

  • Challenges of sales leaders - the satisfaction of sales leaders in the TQP process can be independent of the finances and sales - if the process is time and energy consuming and your sales leaders aren’t thrilled with the process itself, this can be a huge challenge. To overcome this, try the secret sauce of planning with ease and optimizing alignment below. 

  • Optimizing alignment of sellers - individual sellers need to be matched with the needs of clients, and the best matches aren’t always in the same locations. You’ll establish credibility and make TQP easier by matching the right sellers with the right clients that establishes productivity, harmony, and leans on the skills of the seller. 

  • Top - down & bottom - up reconciliation - you need to strike a balance between historical data versus the theory. Ask yourself how you factor historical data into the overall planning process and how to set the right quota capacity to ensure that you're driving the right level of morale and success. Bottom up knowledge is critical as is the top-down process where year over year growth or revenue is achieved. Finding a way to bring these together yields the best results.

Need more tqp help?

Varicent has got the inside scoop on all things TQP.

Check out how to make TQP adaptable to anything here, and sign up for the upcoming event on Metrics for TQP in the “New Normal” here.