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 Home | Business Aspiration | Concepts of Selling: The Territory Plan

Business Aspiration

 Concepts of Selling

    "The Territory Plan"

      By Scott Andrews, Founder

  "Managers get empowered to innovate and collaborate with your models."-- Ed T. Sales Dir.
 

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I am amazed at the number of salespeople who I meet who do not write a territory plan unless their manager asks them to write a plan. Yet, how many salespeople would raise their hand in confirmation when asked, "are salespeople, in a sense, in business for themselves?"

 

Without a plan, we plan to fail. A former manager, Dick Boren, used to tell me "Plan your work, and work your plan." It was great advice. Our branch went from being a dog at $300K a month to over $1M within one year of Dick's management methods.

 

This article will outline the crucial elements of your territory plan.  What you put in it is up to you.  If you like, you are granted permission to copy this article and use it as an outline for your own personal territory plan.

 

The elements are as follows:

 

Cover Page (these first two elements are only if you need to submit your plan to a manager)

Executive Summary (this is just good protocol)

What are the highlights of the plan?  Write this last.

Mission

What is my mission?  This should be no longer than a paragraph, and succinctly state my primary focus.  

"Achieve Quota, be significant contributor in company, enable path to promotion to occur."

Objectives

What are my primary objectives?  List 3 - 7 items I must accomplish to realize my mission.

"Overachieve Quota each month, Sign 5 new accounts by June 1, develop vertical market strategy by July 1."    

Set SMART objectives:  specific, measurable, attainable, realistic, time-activated.

Keys to Success

Identify key items over course of year which will enable attainment of objectives to occur most easily.

"Identify key value proposition, articulate through email, phone, and in-person." 

"Solid utilization of company resources, including upper management and technical team."

Territory Summary

Provide overview of territory I am targeting: 

Current partnerships

Current customers and reference accounts

Geographical description of territory - where accounts are clustered, by vertical market

Current Competitive landscape, by product/service offering

This is important.  Many salespeople overlook their competition.

Sales Strategy

Define Customer Buying Criteria, by product/service/solution

Define My Company's solutions, by product/service/solution

Define Account list by geography, vertical market, solution category (service offering)

Define which solutions I want to target to which group of prospects/accounts

Sales Approach

Script out how I want to approach each prospect, by solution

Script out how I want to approach each prospect, by phone

Script out how I want to approach each prospect, by email

Script out questions for first meeting which must be asked in order to determine needs.

Structure how I want to spend my day/week/month -- this should take into consideration my own peak moments.

 

Example of a Definitive Action plan -- Immediate objectives

Action Plan Target Date Completed?
Write Business Plan 05/01 Yes
Define Account List 05/01 Yes
Define Top 10 Targeted Prospects 05/01 Yes
Send out Intro email to each prospect 05/15 Yes
Meet with Top 10 Prospects 05/31 Yes

Now we have a plan.   Last thing to remember:  Work the plan!!  Follow-up, change things that don't work, add new ideas to the plan each quarter.  This is my personal format I use - hope it works for you.  If not, try your own plan.  The key is to know who you want to work with, what you're doing, when you want to do it by, how you want to go about it, where you want it to occur, and why this matters (who, what, where, when, why).

If you're seeking help growing your sales, our partner site, ARRiiVE Business Solutions (www.ARRiiVE.com) offers training on sales process and topics like "From Cold to Gold: How to Overcome the Fear of Cold Calling to Build Lasting Relationships."

 

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______________________________________________________________

 

Scott Andrews is CEO and Founder of AspireNow (www.AspireNow.com), a leading business productivity and personal development firm based in California. AspireNow recently spun our business solutions into ARRiiVE Business Solutions (www.ARRiiVE.com) through whom we help organizations launch new products and services, maximize sales, and innovatively change businesses through  semantic collaboration business models and processes. For more information, contact info@ARRiiVe.com.

 

 

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