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
(these first two elements are only if you need to submit your plan to a manager)
(this is just good protocol)
What are the
highlights of the plan? Write this last.
What is my
mission? This should be no longer than a paragraph, and succinctly state
my primary focus.
Quota, be significant contributor in company, enable path to promotion to
What are my primary
objectives? List 3 - 7 items I must accomplish to realize my mission.
Quota each month, Sign 5 new accounts by June 1, develop vertical market
strategy by July 1."
objectives: specific, measurable, attainable, realistic, time-activated.
Identify key items
over course of year which will enable attainment of objectives to occur most
key value proposition, articulate through email, phone, and
utilization of company resources, including upper management and technical
overview of territory I am targeting:
customers and reference accounts
description of territory - where accounts are clustered, by vertical market
Competitive landscape, by product/service offering
is important. Many salespeople overlook their competition.
Customer Buying Criteria, by product/service/solution
My Company's solutions, by product/service/solution
Account list by geography, vertical market, solution category (service
which solutions I want to target to which group of prospects/accounts
out how I want to approach each prospect, by solution
out how I want to approach each prospect, by phone
out how I want to approach each prospect, by email
out questions for first meeting which must be asked in order to determine
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
|Write Business Plan
|Define Account List
|Define Top 10 Targeted Prospects
|Send out Intro email to each prospect
|Meet with Top 10 Prospects
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."
Learn more about the business challenges we're helping
How The Prophet Finds
Stocks That DOUBLE!
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.