How to Write a Sales Territory Plan

Posted by Ron Snyder in Best Practices | 1 comments

As published in Selling Power Blog, August 18, 2011

What are the critical steps in writing a successful Sales Territory Plan?

You may be wondering, “Where do I start?” The key is asking the right questions to gather the insights you need to generate a winning plan. Use this checklist as a guide.

1. Analyze your Territory/Business

Start with what is going on in your territory/vertical market.

• What are the key trends in your geography/ market?
• Who are your top prospects and customers?
• What are customers buying?
• Based on your conversion rates, how much business do you need in your funnel?
• What is the gap between what you need in your funnel and what you have now?

Here are the other 6 points:

2. Understand what Drives Customers to Buy

Understand why they are buying or not buying your products.

3. Clarify your Strengths, Weaknesses, Opportunities and Threats (SWOT)

Conduct a SWOT analysis.

4. Determine your Objectives

Consolidate the above trends into a few powerful objectives. Write specific, measurable goals.

5. Develop Strategies to Accomplish your Goals

Generate the top strategies to win.

6. Engage the Resources you Need

Enroll the people and gather the insight you need.

7. Create and Work your Plan

Use your plan as a guide to achieve your goals.

 

Creating and implementing a well thought-out plan greatly improves your probability of success!

Read the article on Selling Power Blog.

Tags: sales planning, territory planning, account research, strategic account plan, account planning, sales management, sales plan, account management, sales leadership, strategic account management, account business plan, account management plan