Seven Must-Dos; Planning for 2012

In order to get the most out of your territory and strategic accounts, you need to have a good plan that covers the 7 Key Steps:

1. Analyze your business/ territory/strategic account
2. Understand what drives customers to buy
3. Clarify your Strengths, Weaknesses, Opportunities and Threats (SWOT)
4. Determine your objectives
5. Develop strategies to accomplish your goals
6. Engage the resources you need
7. Create and work your plan

These articles explain how to do it:

How to Write a Sales Territory Plan

How to Write a Strategic Account Plan

They will enable you to make better use of your time and resources and produce better results, including:

• More Opportunities
• Shorter sales cycles
• Larger deal size
• Higher win rates

Good Selling!

Ron