In this special offer, you can download and read this eBook, "#PLAN to WIN tweet: Strategic Territory and Account Planning."
It is concise; designed to lead to immediate action. The methods, all tested and proven in the field, are designed to help new and experienced sales people and sales managers do a better job of sales territory and strategic account planning and management.
Sales people will learn to create insightful and achievable territory and target account plans, enhance or improve existing plans, develop and deploy winning strategies to penetrate and retain key accounts and improve time and territory management for maximum return.
Sales managers will find guidance to adopt or adapt proven planning tools into current practices, provide better sales coaching on planning techniques, monitor leading indicators and be responsive to them, improve sales and marketing alignment, and manage change to enhance a team's sales productivity.
Owen Foster, Senior VP of Marketing Resources at Rochester Midland Corporation shares, "Very impressive...I believe that this book provides an excellent roadmap to success for any sales person or sales manager who wants to leverage their time/value to gain maximum positive results." Jeff Musson, CEO of Dynamite Network Solutions adds, "I love this book...My entire sales team has learned valuable tips from this book that translated into bottom line revenue."
When account managers and sales managers need a hand in building and executing successful and fulfilling strategic and account plans, they can turn to #PLAN to WIN tweet for enhanced success.
Get yours: PLAN_TO_WIN_tweet_eBook
About the Authors:
Ron Snyder is President of Plan2Win Software, which provides apps for territory, account and pre-call planning that run on SalesForce.com. For over 25 years, Ron has helped companies improve results in competitive, high-value, complex selling environments; specializing in strategic account and territory management.
Eric Doner is the founder of AchieveCorp, a consulting firm that helps organizations align and leverage people and processes to improve performance. His career spans over 25 years of success in sales, marketing and training, and development.
If you want to get a great start in the new year, focus on how you can deliver unique value to your customers. There is a lot of talk about “adding value” for customers. Why is this so important and how can you do it?
Adding value enables you to set yourself apart when customers have a hard time distinguishing between alternatives. It can be the key to winning your first business deal with a new account or building a stronger relationship with an existing account.
Creating and implementing strong territory and account plans is an important part in this endeavor. Effective account management increases return from strategic accounts by 145%, according to Actify’s Account Planning Book of Evidence.
Here is how you can add value:
1. Be an indispensable resource.
In each communication, share creative resources and/or unique insight to help solve their issues. Provide links to white papers, expert opinions, case studies, user guides, set up guides and consulting services.
2. Be proactive.
John Reighard, who has been a very successful sales leader, says that territory and account management is central to success. He has earned $90,000 per month and has led sales teams to greatly out-perform expectations and their peers. See the short video. https://youtu.be/43TcozQlYaY
The point is to take a quick action- a desired behavior- at an appropriate time- a cue- to move you toward an important goal. For example, if you want to do more exercise to get in better shape, decide to do 10 push ups every time you leave your house or watch TV. Over a short period of time, you will have done more exercise and it will have been easy to do. See Tiny Habits.
The same idea applies to account and territory management. Select desired behaviors and a cue in the sales world to have your team members do that behavior. It must be something they can do quickly. Here are some examples.
1. Establish a process.
Determine how you will establish and monitor the progress of territory plans each quarter. A clear set of action steps helps each member of the team understand what’s expected as the quarter unfolds. This includes having territory managers:
create and update territory plans
and review the plans at the regional and then national levels.
Support, marketing, and other functions should be included in review sessions as appropriate. In addition, you need to include steps to maintain continuity from quarter to quarter, such as working on territory, account, and opportunity plans that take longer than one quarter to implement.
For more details on the implementation of the process across the quarter, see our Manager's Checklist for Territory Planning.
- See the article on Selling Power Blog.
Tim Henning is a Senior Sales Leader with 25+ years of experience in the medical capital equipment space, leading sales efforts for Philips Medical, ADAC Laboratories, DFINE and Alliance Imaging. He helped ADAC earn the prestigious Malcolm Baldridge National Quality Award and he has transformed many poor sales performers into winning teams, leading them to peak levels of sales excellence. Here are the highlights of an interview in which Tim gives his take on the pay-offs and the challenges that come with sales territory management.
You should always know what you’re gonna get! Unlike Forest Gump, who never knew what he was going to get from life, best-in-class territory managers have a plan for achieving the results they want. They set clearly defined goals for their territory. More importantly, they create a plan and engage in focused activities to accomplish their territory objectives. Success for them is not by chance or based on random activities. These sales people are most likely to meet their goals because of their preparation and the execution of defined territory plans. They win because they have made good choices about what to focus on, they know what must be accomplished, and they make deliberate decisions on how to invest their time to develop and win business. Sales territories are like a box of chocolate. With twenty-four varieties to choose from, which ones do you select and in which order? Do you consume thousands of calories quickly or do you manage your consumption? It all looks so good! What do you do when someone else takes one of your favorites? Know your territory, have a plan, execute by making considered, deliberate choices!