territory management for inside sales leader notes

Territory Management for Inside Sales

©2008 The TAS Group. All rights reserved.

Pressures to Improve Territory ManagementDemands for

Financial Performance

New Technologies

AggressiveCompetition

Partner Relationships

Customer Satisfaction and

Loyalty

Complex, CompleteSolutions

Customer’s Useof Technology as aStrategic Weapon

Territory Management Internet

Economy


The Territory Management Process

Prepare

Implement

Monitor,Measure,

ReportWorkshop

Review withManagement

Allocate Resources

Finalize Plan

Review withVirtual Team

Review andImprove

Territory Management

Workshop

Measure and Report

Go Do


Customers

Microsoft

Partners

Expectations

Identify Expectations

Customers Partners Microsoft

Business Results:

Knowledge:

Activities:



Purpose Determine customer, partner and Microsoft expectations of the territory team

TIME

Step 2 Each team should brainstorm the business results, knowledge and activities expected of them by a specific group (customers, partners, Microsoft)

Activity: Identify Expectations

Step 3 Using the template on the prior page as a model, record your answers on the flipchart

Step 4 As a team, review your list and identify the most critical business results, knowledge and activities. Place an asterisk (*) next to them.

20 minutes

Step 1 Following your session leader’s instructions, group into teams at a flip chart

Step 5 Identify the implications of this analysis on you and your colleagues. For example, are there gaps in your knowledge? Do you have needed resources? Are you spending time on the important and critical items? Etc. Record on flip chart.


Managing a Territory

Accounts One Territory

Workshop Objectives

Business ObjectivesDrive business growthImprove business relationships with your customersBalance and prioritize to deliver both short-term and long-term opportunitiesImprove sales performance through planning and prioritizing

Learning ObjectivesGain insight into your territory Segment accountsPrioritize potential opportunitiesLeverage resources effectivelyIdentify how marketing can help you optimize your businessCreate and implement a customer-centric plan for business growth and improved CPE in the territory



Agenda

9

Gain Insight into Your Territory

Segment Your Territory

$$ $

$ $

Identify Your Resources

PTS

Other Solution SpecialistsSales Leadership

DepthDynamics Solution

Specialists

Product Groups LOMs/SEMs

PAMs

Territory Manager

Licensing Specialists

Leverage Marketing Campaigns

Act

ivi

ty

Leve

l

Awareness Interest Preference Action

Sales

Marketing


Agenda

10

Implement Your Plan

Prepare

Implement

Monitor,Measure,Report

Workshop


Allocate Resources

Finalize Plan


Review & Improve Your Opportunity Map

Develop Your Plan

Action Outcome

Action Outcome

Action Outcome

Objective Objective Objective Objective Objective

Targeted Opportunity Areas

Owner

Owner

Owner

Resources

Resources

Resources

Date

Date

Date

Action Outcome Owner Resources Date


Opportunity Map

11

What I Sell

Whe

re I

Sel

l

Revenue&

Resources


Marketing Campaigns

Territory Plan

‘A’ Accounts ObjectivesAction Plans

Opportunity Map

Management Briefing

Developed in the Workshop


13


Gain Insight into Your TerritoryPurpose

Identify the critical factors impacting your territory

Output Statement that describes the current condition

of your territory

Benefit Understand the factors that influence your

ability to sell into your territory

Gain Insight intoYour Territory





1

2

3

4

Develop Your Plan

6

5

Implement Your Plan7

Understanding Your Territory General Trends

Predominant vertical markets Predominant accounts Industry conditions and trends Economic environment Government regulations and policies Other factors that shape the territory


Understanding Your TerritoryMicrosoft-Specific Trends

Microsoft revenue trends Microsoft license penetration Category of products coverage Anti-piracy Partner influence Competitive influence and market share Other factors that shape the territory


Territory Plan Management BriefingTerritory Overview

My territory consists of

The environment is

Microsoft situation and trends

Competitive situation

Partner coverage


Management BriefingTerritory Overview

18

My territory consists of

•# of accounts•Geography covered•Predominant vertical markets and accounts

The environment is

•Current economic conditions and trends•Vertical market impact and trends•Government regulations impacting the territory

Microsoft situation and trends

•Revenue trends•Product trends•Licensing situation•Anti-piracy situation

Management Briefing, ContinuedTerritory Overview

19

Competitive situation

•Significant competitors•Market share trends•Significant competitive wins/lossesPartner coverage

•Predominant partners•Strengths and weaknesses•Gaps in coverage


Activity: Characterize Your Territory

Purpose Identify and document the significant characteristics of your territory

TIME

Step 2 Document the predominant characteristics of your territory into the Management Briefing section of your Territory Plan

Step 1 Review the data you collected as part of the program pre-work. Identify the components of your territory and the factors that influence it

30 minutes

Step 3 If information is missing or not known, document it on the “Information Needed” worksheet. Identify the potential source(s) of the information.

Reflection

21

• What was your key learning / realization from this part of the workshop?

• How will this help you in managing your territory?

• What does this mean for your day to day work?

• What do you need to do more?• What to do less?

21©2008 The TAS Group. All rights reserved.

Reflections Worksheet

22

Key Learning How This Will Help in Managing My Territory

Impact Day to Day: Do More

Impact Day to Day: Do Less





Develop Your Plan


Implement Your Plan


Activity: Identify Key Learning & ChangesPurpose Consider what you may need to do differently as a result of this

section of the workshop

5 MinutesFINISH BY:

Step 2 Review the reflection questions and document on the first line of the “Reflections” worksheet your answers to those questions

Step 1 Think through the key items discussed during this section of the workshop.



24

$

$$

$$


Segment Your TerritoryPurpose

Determine the focus of your efforts

Output List of high value accounts and territory

sectors Preliminary sizing of key sectors

Benefit A tested approach to segmenting your territory Identify the sectors that have the highest

potential






1

2

3

4

Develop Your Plan

6

5



Managing a Portfolio of Accounts

HIGH

LOW HIGH

RevenuePotential

Resources

Cost of sale problem

Opportunity cost problem

Waste“Over-

investment”

Risk“Under-investment”


Portfolio Segmentation Model

HIGHER

LOWER HIGHER

FuturePotential

Current Revenues

$

T

$

T

$

T

$

T

A A

BC

D=?

21

Definitions

Current Revenue = Lifetime Value

Future Potential = # of PCs



Activity: Segment Your Accounts

Purpose Segment your accounts according to current revenue and future potential

TIME

Step 2 Using the “Account Segmentation” worksheet, lay the sticky notes along the Current Revenue axis, according to Lifetime Value. The account with the lowest lifetime value will be at the far left, and the account with the highest value will be at the far right

30 minutes

Step 1 Using the information from your prework, write the names of your top 20 to 30 accounts on sticky notes. With each account also include their Lifetime Value and their number of PCs

Step 3 Raise the sticky notes up on the Future Revenue axis, according to number of PCs. The account with the most PCs will be at the highest point, and the account with the fewest PCs will be at the lowest point. Make sure you maintain their position on the Current Revenue axis


Account ApproachOffers significant future business potential. Deserving of significant sales effort.

Valued but does not make a significant contribution and offers limited future potential.

Little or no revenue contribution today and insufficient data to accurately assess potential.

Makes significant current revenue contribution. Delivering on their potential.

A1

BCD

Business Development/ Invest

Marketing/Educate

Investigate

Manage/ Protect

Offers significant future business potential. Deserving of significant sales effort.

Business Development/ PenetrateA2

Business Development: Invest

What Is Your Activity?Understand their business issues & challengesIdentify your competitive positionEstablish relationships Identify their partner relationships

31

Offers significant future business potential. Deserving of significant sales effort.A1

Business Development/ Invest



Customer Issues & Challenges

Competition

Customers

FinancialPressure

Suppliers

Business

Partners

OperationalPressure

BusinessUnit

Manager

Business Development: Penetrate

What Is Your Activity?Understand their business issues & challengesIdentify your competitive positionBuild relationshipsIdentify their partner relationshipsTarget specific solutionsAllocate resourcesThank the customer for their businessEnsure customer satisfaction

33

Offers significant future business potential. Deserving of significant sales effort.

Business Development/ PenetrateA2


Manage/Protect

What Is Your Activity?Qualify opportunities Manage opportunitiesSupport customerFollow up with partnersThank the customer for their businessEngage in marketing campaignsEnsure customer satisfaction

34

Makes significant current revenue contribution. Delivering on their potential.B Manage/

Protect


Marketing/Educate

What Is Your Activity?Engage in marketing campaignsProvide awareness of Microsoft capabilitiesIdentify preferred partners Engage partners

35

Valued but does not make a significant contribution and offers limited future potential.C Marketing/

Educate


Investigate

What Is Your Activity?Gather informationRe-profile and update Siebel

36

Little or no revenue contribution today and insufficient data to accurately assess potential.D Investigate



Portfolio Segmentation

HIGHER

LOWER HIGHER

FuturePotential

Current Revenues

A2

Business Development/Penetrate

D Investigate

A1

Business Development/Invest

BManage/Protect

CMarketing/Educate

Why Do Customers Buy?

Businesses and organizations do not buy technology just because; they buy technology to solve a business

problem.

A Universal Truth

38

Microsoft OfferingsSample Listing

39

ClientServer

WindowsSQL

CollaborationOfficeSharePointExchangeIW

Security & ManagementDynamics

CRMERP

BizTalk

Opportunity Map TerminologyIndividual Account

An A accountSignificant future business potentialDeserving of significant sales effort

Group of AccountsAccounts who have similar needsCan be verticals, Next Logical Product groups, accounts covered by the same partners, etc

OfferingsWhat Microsoft sellsProducts, services, solutions

SectorThe intersection of an Offering and an Individual Account or Group of Accounts

40


Opportunity Map

41

Microsoft Offerings

Groups of

Accounts

Individual

Accounts

Total Potential Revenue

Microsoft Resource

Partner

Campaign

Selected

Sector


Opportunity Map

42

Microsoft Offerings

Individual

Accounts


Activity: Begin to Develop the Opportunity Map

Purpose Place Accounts and Offerings on the Opportunity Map

TIME

Step 2 Using the list of Offerings just discussed, place your selected offerings across the top of the Opportunity Map

Step 1 Place your selected accounts in the left column of the Opportunity Map

15 minutes


Grouping Your Accounts

Offeringwhat

Accounts/Groups of Accountswhere

SectorWhat+

where

$$ $

$ $


Identifying Your Groups

Accounts Vertical License type (EA customer,

etc) Product potential Primary partner Primary competitors Etc.


Opportunity Map

46

Groups of

Accounts


Activity: Continue Development of the Opportunity Map

Purpose Place Groups of Accounts on the Opportunity Map

TIME

Step 2 Place the Groups of Accounts on your Opportunity Map. For example:

• If you choose verticals, then one row might say “Banking” and the next row might be “Manufacturing”

• If you choose product potential, then you might sort your data by product opportunity, and one row might be “Top prospects for SharePoint”, and the next row might be “Top Prospects for SQL”

Step 1 Consider how you want to group the remainder of your accounts. You may look at grouping by vertical, by Next Logical Purchase, by partner, etc.

15 minutes

Identifying SectorsConsiderations for Selecting Groups of Accounts

Measurable: Can revenue be tracked according to the sectors you’ve defined?Substantial: Are the sectors of sufficient size in terms of potential revenue?Unique: Are the sectors different enough to warrant unique focus?Growth Potential: Do the sectors represent considerable upside?

Opportunity Map

49

Total Potential Revenue

Microsoft Resource

Partner

Campaign

Selected

Sector

200000


Activity: Select & Size Territory Sectors

Purpose Do a preliminary selection of Territory Sectors

TIME

Step 2 Estimate the potential revenue for each selected sector and place your estimate in the Total Potential Revenue cell

Step 1 Identify the sectors of your territory that you believe have considerable revenue opportunity

30 minutes

Reflection

51







52








Develop Your Plan


Implement Your Plan



53

PTS



Specialists


PAMs

Territory Manager



Identify Your ResourcesPurpose

Allocate the most appropriate resources to selected sectors of your territory

Output• List of resources available to help you manage

your territory

Benefit Identify the resources that can best help you

achieve your business objectives






1

2

3

4

Develop Your Plan

6

5



Identify Your Resources: Internal People

PTS



Specialists


PAMs

Territory Manager



Identify Your Resources: Programs

References/Case Studies

Marketing Collateral

AnnuityDashboard

? Marketing Events,Seminars, etc.

? TeleAgent Portal

Mid Market Relationship

Program

Territory Manager

Call Guides &Sales Guides


Identify Your Resources: External

Customers

Analyst ReportsConsultants

Partners Industry Journals & e-Zines

? CompetitorWeb Sites

Customer Web Sites

Territory Manager

Alerts


Purpose Identify and prioritize your resources

TIME

Step 2 Each team should brainstorm the various resources available to you to support your efforts in creating and driving business. Document each idea on the flip chart.

Activity: Identify Resources

Step 3 Discuss the various ideas and identify the most effective resources. Put an asterisk (*) next to the resources the team has identified as most effective

Step 4 Be prepared to brief the room on your ideas, selection and why you made the decisions you made

20 minutes

Step 1 Following your session leaders instructions, group into teams at a flip chart. Each flip chart covers a different category of resources:

• Internal & External• People & Things

Opportunity Map

59

Microsoft Resource

Partner

Campaign

Selected

Sector

Paul Lee

PartnerCo

200000


Purpose Allocate specific resources to your Opportunity Map

TIME

Step 2 Review your allocation to ensure that appropriate resources are defined, aligned with the value of the opportunities. Also ensure that you have considered resource availability

Activity: Allocate Resources

Step 3 • Consider the partners in your territory. If an individual account has a preferred partner, place that partner’s name in the Partner cell.

• If you are working with a specific partner on a program or campaign, place that partner’s name in the cell.

• If the partner is unknown, leave the cell blank. Identify this gap on your “Information Needed” worksheet

15 minutes

Step 1 Identify the Microsoft resources you will associate with various Sectors of your Map. Be as specific as possible. Place the resources in the Microsoft Resources cells of your sectors. If no resources are needed, leave the cell blank

Reflection

61







62








Develop Your Plan


Implement Your Plan



63

Act

ivity

Le

vel


Sales

Marketing


Leverage Marketing CampaignsPurpose

Determine how to best deploy your marketing resources across your territory

Output Identified sectors where marketing can help

you create awareness and interest Specific marketing campaign that can help you

create awareness and interest Targeted opportunities identified

Benefit Maximize your marketing resources by

efficiently coordinating your marketing efforts across your territory






1

2

3

4

Develop Your Plan

6

5


Awareness

Interest

Preference

Action

The Logic Chain



Impact of the Logic Chain

66

Existing Situation Logic Chain

Result

Prospects need to be made aware of your company’s offerings

Awareness

You have the solution to meet the needs of your prospects

Prospects may be aware, but need to learn more about your company’s offerings and how they meet their needs

Interest

Your solution has the advantage and benefits that meet the needs of your prospects

Prospects prefer a competitive solution or have no preference

Preference

Your solution is different from and better than others being considered by your prospects

Prospect decides from the short list of alternatives Action

Your solution offers significant value. Act now!


Integrated Sales and MarketingA

ctiv

ity L

evel


Sales

Marketing


Opportunity

Building Your Pipeline

68

Opportunity

Opportunity

Opportunity

OpportunityOpportunity

Opportunity

Opportunity

Opportunity

Opportunity

Opportunity

Opportunity

Opportunity

Opportunity

Opportunity

OpportunityOpportunity

Generating Demand

Considerations

VerticalCompany sizeLocation/geographyDecision making level

ExecutiveManagementOperational

Technical vs. business buyers/influencersPurchasing approaches

ExampleSharePoint SolutionDemand Generation

Target groups:BankingCompanies with large marketing departmentsResearch departments

Target audienceResearch directorsMarketing directorsIT directors

Determine Your Target Groups & Audience


Number of Touches

How many times must a person hear something

before they truly remember it?


Generating Demand

A series of events/activitiesLeverage your resources

Existing collateralReferencesPlanned eventsSkill sets

Consistent messageAligned to customer need

ExampleSharePoint Solution Demand Generation

Direct mail invitationsTelemarketing follow-upReminder phone callLocal event – seminarThank you for attendingFollow up reference storySales call

Leverage a Campaign


Generating Demand

Start with the end in mindRevenue by when?Average close rate/timing?Pipeline size

# of prospectsRevenue

Determine targets for each significant stage

ExampleSharePoint Solution Demand Generation

Objective: 10 SharePoint sales by 30/6/09Average deal size 3 month average sales cycleClose rate 40%

Need pipeline of 25 qualified prospects by 28/2/08

Targets by Stage:Direct mail invitations - 2000Telemarketing follow-upReminder phone callLocal events (4) – seminar – 100 per loc.Thank you for attendingFollow up reference storySales calls – 40 appts.

Determine Metrics


Marketing Campaign ExampleSolution SharePoint

Objective: $200K revenue by June 30, 2009

Target Companies/

Sectors

Companies with large marketing and/or research departmentsFocus verticals: Banking, Research, Consumer Products

Program Type Audience Owner Date Investment Anticipated

ResultsDirect mail invites

Marketing Dir. Research Dir.IT Dir.

Tom Evans - Inside Sales Territory Mgr.

6 weeks before seminar

10,000 Mail 2000 invites per loc.

Telemarketing follow up

Same Sophie Liadis - Partnerco


Reminder phone call



100 attendees per loc

Seminars Same Peter Smith – Microsoft Marketing

Munich – Oct 3Berlin – Oct 8Dussel. – Oct 11Prague – Oct 16

8,000 60 leads

Thank you letters

Same Tom Evans 1 day post event

Reference story

Same Tom Evans 1 week post event

Calls for sales appointments


Appts sched. Within 2 weeks

40 appts.73©2008 The TAS Group. All rights reserved.

Activity: Leverage a Marketing Campaign Purpose Leverage a marketing campaign to generate interest and

awareness

30 Minutes

TIME

Step 2 Identify the financial objective you would like to achieve for a selected campaign and document it in the Marketing Campaign section of your Territory Plan

Step 4 Develop the activities you will do to maximize the results from the marketing event and document them. Use the sample campaign as a reference.

Step 3 Based on your objective, your average sales cycle and close rates, determine the results you need from your campaign.


Step 1 Group into teams as identified by your session leader. Identify a scribe who will record your decisions

Opportunity Map

75

Microsoft Resource

Partner

Campaign

Selected

Sector

Paul Lee

PartnerCo

200000

Seminar

Activity: Identify Marketing CampaignsPurpose Place your marketing campaigns on the Opportunity Map

20 Minutes

TIME


Step 1 Review your marketing campaigns. Identify the campaigns you will leverage and document them in the Campaign cells of your Opportunity Map

Recap of Your Opportunity Map

77

HIGHER

LOWER HIGHER

FuturePotential

Current Revenues

A2

Business Development/Penetrate

D Investigate

A1

Business Development/Invest

BManage/Protect

CMarketing/Educate

$

$$

$$

PTS



Specialists


PAMs

Territory Manager


Act

ivity

Le

vel


Sales

Marketing

Opportunity Map

78

Microsoft Resource

Partner

Campaign

Selected

Sector

Paul Lee

PartnerCo

200000

Seminar

Activity: Identify Plan SectorsPurpose Identify the Sectors that will form the basis of your Territory Plan

10 Minutes

TIME

Step 1 Review your Opportunity Map, considering the highest value Sectors and the resources you can leverage into them

Step 2 Identify the Sectors for focus of your plan this quarter. Check the selection box of those Sectors


Reflection

80







81








Review & Refine High-Priority Segments

Develop Your Plan

Review & Improve Your Plan

Implement Your Plan


Develop Your Plan

82

Action Outcome

Action Outcome

Action Outcome



Owner

Owner

Owner

Resources

Resources

Resources

Date

Date

Date



Develop Your Plan

Purpose Develop an actionable plan to grow revenue in

your territory

Output An objective and action plan for a key targeted

opportunity area

Benefit Agree on and document a plan for territory

growth Clarify the responsibilities and actions needed

to accomplish the plan






1

2

3

4

Develop Your Plan

6

5



Value of Not Planning

“The nicest thing about not planning is that failure comes as a complete surprise and is not preceded by a period of worry and depression”

John PrestonBoston College


The Action Planning Method

Action

Outcome

Owner

Resources

Date

What are the steps you need to take?

What do you want to achieve by taking this action?

Who will be accountable for the action?

What people, programs, money do you need?

When will the action be completed?

85

Objective What do you want to achieve?


Planning Framework

86

Action Outcome

Action Outcome

Action Outcome



Owner

Owner

Owner

Resources

Resources

Resources

Date

Date

Date



What’s in it for you What’s in it for the customersSMART

ObjectivesWhat do you want to achieve?

87


SMART Objectives

S

M

A

R

T

88

pecific

easurable

chievable

elevant

ime-bound

Example

Sell SQL Server solutions to 10

customers, resulting in $500K

revenue by June 30, 2009 and

enabling the customers to achieve

improved business intelligence.


ActionsWhat are the steps you need to take?

89

Key activities to advance your opportunities

Focus on the next 1 to 2 months

Example:

Review call guide for SQL, and develop

customer-centric probing questions


OutcomeWhat do you want to achieve by taking this action?

90

Defines the results you want from this action

Eliminates “time wasters”

Example:

Prepared for calls


OwnerWho will be accountable for the action?

91

One person

Ensures that the action is done

Delegate ownership of relevant actions to

others


ResourcesWhat people, programs, money do you need?

92

What you need to use or spend to implement

the action

Consider the cost

From Microsoft and your partner

Examples:Mark Lee – MarketingMMRPTelemarketing at Partnerco


DateWhen will the action be completed?

93

Specific calendar dates

Realistic and pragmatic

Consider other work that needs to be done


Example of Revenue Objective

94

Targeted Opportunity Area SQL Prospects

ObjectiveSell SQL Server solutions to 10 customers, resulting in $500K revenue by June 30, 2009, and enabling the customers to achieve improved business intelligence

Action PlanAction Outcome Owner Resources Time

Gather reference stories on SQL success Publishable references Mark Lee -

Marketing

•Conseco DB Manager•Jeffers DB Mgr.

1 Oct

Invite Conseco and Jeffers DB Mgrs. and IT Directors as guest speakers at SQL seminar

Agreement to speak at seminars (at minimum agree to video)

Mark LeeConseco and Jeffers DB Mgrs. & IT Directors

1 Oct

Develop demo based on Conseco reference

Tailored demo for seminar

Peter Jakes – SQL Product Manager

•Conseco DB team•SQL tech support

5 Oct

Develop seminar invite list Invite list in hands of marketing team

Sheila Philips - ITM

Pat Monjoy (PAM) 8 Oct

Review call guide for SQL, and develop customer centric probing questions

Prepared for calls Sheila Philips 9 Oct

Conduct calls Identified prospects for further qualification

Sheila Philips 12 Oct

Activity: Develop an Objective & Action Plan

Build an objective and action plan for a Targeted Opportunity AreaPurpose

Step 2 Document the key actions that need to take place

Step 3 For each key action, develop the following:• The outcome of this action• An owner for the action• A list of resources required• The “do by” date

30 minutesTIME


Step 1 Develop a SMART objective that identifies what you want to achieve and document it in your plan template on an Objective and Action Plan page.

Reflection

96







97








Develop Your Plan


Implement Your Plan



98


Review & Improve Your Opportunity MapPurpose

Improve your Opportunity Map

Output Tested map that focuses on the areas of your

territory that hold the most potential

Benefit Identify areas of vulnerability Leverage your colleagues’ experience in

reviewing your areas of focus and action






1

2

3

4

Develop Your Plan

6

5



Review and Improve the Plan

PrepareStep 1

Present and ReviewStep 2

ImproveStep 3


Management Briefing• Territory overview

Opportunity Map • Individual Account selection and why• Targeted Opportunity Areas and why• Key resource requirements• Key marketing campaigns• Total potential opportunity targeted

Objective & Action Plan

Information Needed

Review Components


Review GuideQUESTIONS YES NO

Is the territory overview clear?Does the territory overview include all the suggested content? If items are missing and not noted in Information Needed, note them below in “Potential Improvements.”Is the rationale solid for the Individual Account selection?

Is the rationale solid for the Targeted Opportunity Areas selected?

Is the Objective SMART?

Are the actions clearly thought out and are the outcomes clearly identified?

Will the actions lead to achievement of the objective?

Is there a single assigned owner for each action?

Is there a clear due date for each action?

Are the resource requirements realistic?Do partner resources appear to be deployed in appropriate areas of the territory and appropriate activities in the plan?Do marketing resources appear to be deployed in appropriate areas of the territory?

Things to Keep Things to Change


Review and Improve Process

103

Step

Territory Manager Reviewers Minutes

1 Prepares for the review, with the support of a colleague.

Prepare for your plan reviews to be done later. 10

2Territory Manager provides an overview following the elements in “Review Components.”

Listen to the presentation.Write down your questions.

10

3Territory Manager answers the questions.The scribe documents each question.

Ask clarifying questions.10

4 Identify top 3 vulnerabilities and recommendations.

Identify vulnerabilities and recommendations. 10

5Territory Manager identifies key vulnerabilities and recommendations.

Review teams provide additional feedback and recommendations.

10


Activity: Round Robin ReviewPurpose Test your Territory Plan for areas of potential weakness and

vulnerability

Step 1 Trade plans with a colleague

Step 2 Review your colleague’s plan, and make notes of vulnerabilities and recommendations

Step 3 Discuss your recommendations with your colleague.

20 minutesTIME

Reflection

105







106








Develop Your Plan


Implement Your Plan


Implement Your Plan

107

Prepare

Implement

Monitor,Measure,

ReportWorkshop


Allocate Resources

Finalize Plan



Implement Your PlanPurpose

Understand how to best keep the plan up to date, ensuring that it is a useful action plan and communication vehicle

Output Clear set of steps to complete the plan and

achieve approval

Benefit A solid plan to grow revenue and improve CPE

in your territory






1

2

3

4

Develop Your Plan

6

5



The Territory Management Process

Prepare

Implement

Monitor,Measure,

ReportWorkshop


Allocate Resources

Finalize Plan


Review andImprove

Territory Management

Workshop

Measure and Report

Go Do

Completing Your Plan

Complete your Objectives and Action PlansDiscover “Information Needed” and fill in the gaps in your planComplete the Management BriefingDiscuss with management for preliminary agreementReview with resourcesFinalize planEstablish a review schedule with your managerGo do

Next Steps


Suggested Management Review

111

Management Briefing• Territory overview• Territory focus

Opportunity Map • Individual Account selection and why• Targeted Opportunity Areas and why• Key resource requirements• Key marketing campaigns• Total potential opportunity targeted

Objectives and Action Plans

Schedule Review Activities

Once a year…

Once a quarter…

Once a month…

Once a week…

Revise the plan:Conduct the analysis again to accommodate any changesDid we achieve what we intended?Should we publish a success story, communicating the value we delivered?

Focus on the entire plan and ask:Did we accomplish the activities according to plan?Are the results on target?Should we make any adjustments?

Review the objectives and actions in your plan and ask:Are we making visible progress against the objectives?Do we need to add any new actions?

Review the actions in your plan and ask yourself:Are we accomplishing our actions on schedule?Are my actions for the coming week on my calendar or to-do list?



Key Insights

113

Thank You

Please complete your evaluations

114

territory management for inside sales leader notes

Technology

regional tele

session leaders

accurately

business development

significant

dynamics solution

account segmentation

targeted opportunity