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 is a dynamic, high-impact methodology to examine the
performance of each sales territory, and agree on strategies that are essential in
accomplishing territory and company goals. Specifically, it is a process to:

„ Engage the salesperson to think critically about their business, about the opportunities
in play, and about the behaviors, practices, and support needed to exceed performance.
„ Determine where to invest time and effort.
„ Explore ideas, and seek advice from others.
„ Create leverage and accountability to an action plan that reflects your organization¶s
commitment to growth.

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½ he erritory Growth Planning process was excellent. It provided me with a wealth of
knowledge in great detail about each territory in our market.´

½ here was a lot of good feedback ± the presentations process was very very positive.
We were into it. We pulled out goals. We did it in a team-meeting atmosphere. Another
thing ± we easily identified who is not on the bandwagon«.we can help that person.
he feedback and learning is that good.´

½ his process has allowed me to look at my territory from '30,000 foot' perspective,
market by market, by business segment. I clearly see my opportunities for growth as a
result.´

½ his is the most important initiative our sales organization has ever taken in its history.´

  

 
„ Maximizes revenue and identifies opportunities for growth.
„ Creates a best practices territory planning process, exclusively tailored to your
organization.
„ Promotes and builds a positive learning forum for each sales team.
„ Helps marketing identify resources and the help needed to achieve objectives.
„ Promotes professionalism and superior levels of customer satisfaction.
„ Helps sales managers become more pro-active coaches.

  
 
 



„ Maximizes income, production, and personal growth.
„ Engages the team to act as peer coaches. eam presentations increase the likelihood
of people achieving their objectives by challenging colleagues to hold each other
accountable for team results.
„ Provides focus.
„ Motivates behavior change needed to achieve goals.

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


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

realize my mission. For example:
"Overachieve Quota each month. Sign 5 new accounts by May 1.
Develop vertical market strategy by June
1."

a. Set SMART objectives: specific, measurable, attainable, realistic,

time-activated.
b. Keys to Success - Identify key items over course of year which will
enable attainment of objectives to occur most easily. For example:

"Identify key value proposition, articulate through email, phone, and

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

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Provide overview of territory targeting:

a. Current partnerships;
b. Current customers and reference accounts;
c. Geographical description of territory - where are accounts clustered;
d. Top accounts - listed by vertical market;
e. Current Competitive landscape, by product/service offering.

This is important. Many salespeople overlook their competition.

)!

!


a. Define Customer Buying Criteria, by product/service/solution;
b. Define My Company's solutions, by product/service/solution;
c. Define Account list by geography, vertical market, solution category
(service offering);
d. Define which solutions I want to target to which group of
prospects/accounts.

!

* 
 

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

b. Script out how I want to approach each prospect, by phone;
c. Script out how I want to approach each prospect, by email;
d. Script out questions for first meeting which must be asked in order
to determine needs;
e. Structure how I want to spend my day/week/month -- this should
take into consideration my own peak moments.

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„ tilize charts, graphs or bullets to analyze sales performance

„ Analyze sales at the level that makes sense for the Sales Manager:
„ se examples from the Tool Box or create your own graphs
„ Analyze sales performance vs. BSINESS PLAN
„ Analyze sales performance vs. the Competition
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†
 
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."
 



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
his is important. Many salespeople overlook their competition.




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


 
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 arget Date Completed?
Write Business Plan 05/01 Yes
Define Account List 05/01 Yes
Define op 10 argeted
05/01 Yes
Prospects
Send out Intro email to each
05/15 Yes
prospect 
Meet with op 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. his is my personal format I use - hope it
works for you. If not, try your own plan. he 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).





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