Why Creating a Territory Strategy is not easy (for some)
Creating a sales plan, or territory plan, or sales strategy (you choose the name) comes quite naturally for some.
For others it is a chore that is put off until it has to be done and then it gets little grudging attention. We know that having a clear plan and strategy makes even good sales people better. In fact, most sales people know this. So, why is it so hard for some to do this simple but critical exercise?
I was having this conversation with Greta Roberts, an old friend of mine who is the CEO of Target Teams in Cambridge, MA. She made an interesting point. Some sales people are naturally inclined to writing down a plan and being more organized. She should know. Target Teams has developed an enhanced version of DISC profiles that will help both predict top performers and to help coach sales people. There are natural tendencies of each of us, and some of us tend to be more adaptable to creating a written plan.
As a Manager, we need to understand who on our team is more inclined to have this kind of focus. The reality is that few Sales People have developed this ability. Mainly this is the case because a) their profile and personality doesn’t help them with things like paperwork and minutiae (that’s why we are in sales) and b) it isn’t taught any longer. (Download the free sales planning toolkit if you want to start teaching or learning about sales planning)
If you want to understand how to communicate and really work and coach with your sales team, I highly recommend using a profile assessment. DISC is my personal favorite, mainly because I used it for years and it is very easy for a sales person to learn and use. Not only can you learn about yourself, but now you can use the information to learn about your prospects and customers. Finding the best way to communicate with a hard to reach prospect, may be the edge that you need in this environment. An assessment is the first step, in my opinion.
If you want to see what I am talking about, take a free assessment here:
Target Teams Free DISC Profile
They were kind enough to offer a free DISC assessment to my readers so enjoy.
NOTE: Allow 20 minutes of focused uninterrupted time to take the assessment. You want the results to mean something so do it without a break and be honest with yourself. You will be amazed at what you will learn.
