A territory plan is a sales rep’s individual strategic plan. It’s also a roadmap. It tells the sales rep where to go (goals) and how to get there (action plan). A territory plan is an essential operating tool for a sales rep and an essential management tool for a sales leader. Without it, your reps will not have a clear focus. And you won’t know what they’re working on. That’s a recipe for failure.
Step 1: Get Them Up to Speed
First, ensure that your reps thoroughly understand the sales strategy – and buy into it. Schedule a half-day or full-day workshop to go through the strategy in depth.
Focus on the following:
At the end of the session, your reps should have a clear picture of what they are selling and to whom, and why.
Step 2: Build The Territory Plan
Now comes the real work. Give your reps very detailed instructions on how to prepare their territory plans. This includes templates and worksheets.
Give them a tight deadline (no more than two weeks) to complete the draft plans. Then, review the plans and help them refine their plans.
Each rep should have a final plan approved by the sales manager within two weeks of submitting the preliminary plan.
The territory plan is a very detailed document. But, at a high level, it includes:
Step 3: Execute the Plan
Producing a detailed and realistic territory plan is an important step. Now your rep needs to execute.
The manager should closely monitor their reps’ performances against the plan with bi-weekly or monthly review meetings. If the reps are not making their numbers, both reps and their manager should know why. And they should agree on what corrective actions to take.
In general, sales reps can operate very independently. But they still need a roadmap. And they also need the guidance and support – and the occasional nudge – from the boss.
Wallace Management Group Can Help
At Wallace Management Group, we’ll help you build territory and account plans based on your company’s strategic plan. We can also help you put the processes and metrics in place to execute your plans and measure progress toward success.
We’d like to help you achieve your sales and marketing goals. Contact us at (203) 856-9400 or firstname.lastname@example.org to discuss how we can help you drive more business.