Territory & Account Planning for the New Year
“Thanks for what you did last year… now, what have you done for me lately?” Does that sound familiar?
The beginning of the year means a new number to make. This is the time to reflect on the changes in your industry, geography, technology, product offering and competition. It is time for a new plan.
Regardless of how good and knowledgeable you are, a good plan will enable you to make better use of your time and resources and produce better results… as long as you implement it!
A successful approach includes:
An insightful plan
• Understand the trends
• Develop your strategy
• Determine high leverage:
- Customers to grow
- Target prospects that fit “best customer profile”
- Target prospects in high potential segments
- Partners to work with
• Do the math to determine the dollars, number of accounts, opportunities, etc. required
• Focus on high leverage activities and relationships
• Get input from management
Energized implementation
• Act proactively- follow the plan
• Have the plan readily available (i.e. in your Sales Force Automation system)
• Review progress regularly
• Fine tune
Will this help you sell more?
Creating and implementing a plan that focuses on high-potential accounts, opportunities, partners improves sales productivity. According to SiriusDecisions’ Research Brief “Productivity: More than just the Topline,” this provides:
• More Opportunities
• Shorter sales cycles
• Larger deal size
• Higher win rates
It also makes better use of time and resources!
This is the objective of Territory Plan Pro and Account Plan Pro.
Good luck in 2011.
