Writing a Sales Territory Plan – as opposed to a Sales Account Plan – is conceptually not difficult. As a salesperson you are handed a territory and you would like to figure out where you are (point A) and like to get to a result (point B). How to get from point A to point B is the plan.
Below and attached (Scroll To The End Of This Article to find the link) is a cheat sheet for you. Please consider several items.
- It is important that the plan is frank and realistic.
- It is important that the plan has specifics and is time-bound.
- It is most important that the plan is implemented with on-going action. One too many plans are make-work projects that are ignored or forgotten thirty seconds after they are presented. The plan is there to help you succeed so you would do well to take it seriously if you take your job seriously.
Here is an outline of a Territory Plan:
Page 1: Title Page
- Place Your Company Logo
- Add Salesperson’s Name
- Add Date
Page 2: Contents
- Targets/Goals
- Analysis
- Existing Accounts
- New/Prospect Accounts
- Action Plan
- Guide To Terms And Filling This Plan out
Page 3: Target And Target Breakdown
- Numerical Targets/Goals
- Break down into periods as needed
- Existing Accounts
- If applicable
- Prospect Accounts
- If applicable
- Gap-To-Goal (based on above)
Page 4: Target Analysis And Insights
- SWOT Analysis Of Territory
- Priorities
- How will you take advantage of the opportunities and counter the weaknesses
- What works/what does not work
- What will you do differently
- What do you need to make it (i.e. your goals) happen?
Page 5: Existing Accounts
- What does the territory look like?
- Biggest accounts
- Biggest account potentials
- Break-down by size or geography or kind
- Success Components
- What needs to be done?
- What tools are available and will work?
- What is selling/what is not selling
- What drives business?
- Other
Page 6: New Accounts/Prospects
- Prospect Names
- Which industry, size or kind they are in?
- Top # (insert a number here) Target Companies (Prospects)
- Industry (if more than one applies)
- What Do They Currently Own?
- Have They Been Contacted by you? If not, when will you contact them, how often and in what intervals?
- Other Prospects Contacted?
- Industry?
- Why Are They A Good Candidate for you?
- Updates?
- What is next and what do you need and by when?
Page 7: Action Plan
- Consider SMART
- Tactics
- By When
- Milestones
- Resources Needed
Page 8: Guide
- Consider SMART when thinking about the above
- SMART stands for Specific, Measurable, Achievable, Relevant and Time-bound: no vague inputs
- Think in terms of milestones and break your actions down
- Consider resources and input needed and think whether they adhere to the above concept
- A Territory Plan has you starting at Point A (where you are today) and takes you to Point B (where you need to be).
- Know your goals therefore
- This is specific to your territory. There is not a universal formula that applies here
- SWOT stands for Strength, Weakness, Opportunity and Threat
Feel free to download the attached and either use directly or copy/paste it into a slide deck of your choosing.
*Things That Need To Go Away: Planning That Occurs Only During The Presentation Session And Is Then Forgotten
