Territory planning – final thoughts

This is the final post (6th!) of a series on territory planning. Part 1 –  your sales goals Part 2 – the current situation in the territory Part 3 – the game plan Part 4 – activities Part 5 – resources Final thoughts Some thoughts about the planning process:- Don’t try and create the perfect … Read moreTerritory planning – final thoughts

Territory planning: part 2 – Goals

This is the second of a 5 part series on territory planning.  The first part covered your sales goals – how to set them, what to consider and then how to visualize them. Part 2 – What do you have? Before you know what you need to do to meet your goals, you first have … Read moreTerritory planning: part 2 – Goals

Big deals change what you believe is possible

In a recent interview with Tom Searcy by Jill Konrath about Warren Buffett, one of the comments that really hit home with me was that … “Big deals change you and your company by changing what you believe is possible”— Tom Searcy I have found this to be true many times. I remember a few … Read moreBig deals change what you believe is possible

Territory planning: part 5 – Resources

This is the 5th of a 5 part series on territory planning. Part 1 –  your sales goals Part 2 – the current situation in the territory Part 3 – the game plan Part 4 – activities Part 5 – Resources In this section you are going to identify any dependencies in your plan and … Read moreTerritory planning: part 5 – Resources

Territory planning: part 4 – Activities

This is the 4th of a 5 part series on territory planning. Part 1 –  your sales goals Part 2 – the current situation in the territory Part 3 – the game plan Part 4 – Activities OK – this is when we start getting detailed and specific. In the last section we outlined, at … Read moreTerritory planning: part 4 – Activities

Territory planning: part 3 – The Game Plan

This is the third of a 5 part series on territory planning.  The first part covered your sales goals and the second was about your current situation in the territory – what do you have?. Part 3 – The game plan Your game plan is going to be your high level statement about how how … Read moreTerritory planning: part 3 – The Game Plan

Territory planning: part 1 – Goals

This is the first of a 5 part series on territory planning. Part 1 – Goals So its the start of the year or quarter and you’ve been given your quota and now you need to decide what your goal is.  Don’t fall into the trap many make and decide that your goal for the … Read moreTerritory planning: part 1 – Goals