It’s January. Your competitors’ sales reps are off and running. Are yours?
The best way for your sales team to meet its revenue goals – and yours – is to develop and work through a territory plan. Don’t simply give your reps sales quotas and tell them to go figure. Have the reps develop a detailed territory plan that shows where the business will come from and how they plan to get it.
A territory plan provides the rationale and the roadmap for achieving a rep’s revenue goal. It’s a “bottoms-up” plan, by account and by product.
If your reps build their own plans, they are far more likely to believe in them. And this will make them more motivated and more accountable.
The plan should answer three questions for each target account: Who, What, and How
The beauty of a territory plan is that it forces a sales rep to develop a strategy for how she will “make her number.” If she doesn’t make the number, both you and she will know where she fell short and why.
Seven Steps for Creating a Territory Plan
Here is how you can create and manage a territory plan.
Territory plans are roadmaps your sales reps must use to attain their goals. They show you and your reps where they are going and how to get there. Finally, by conducting regular plan reviews, if a rep is off course, you can identify this early and help her adjust her plans to ensure she reaches her goals.