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Sales Planning and Management Articles

Easy, yet impactful reading on sales planning and management, and SalesForce.com

How to Get the Best Results from a Sales Territory Plan

As posted on the Selling Power Blog March 3, 2015.

What is the optimal way to manage your sales territories? Here are seven steps sales leaders can use to get the best results from each sales territory.

  1. Establish a Process.
  2. Review significant trends in your territories and vertical markets in the past quarter or year.
  3. Set goals for the quarter or year.
  4. Review territory alignments.
  5. Help each territory manager and salesperson create individual territory plans.
  6. Link the plan to your sales strategy.
  7. Execute action plans.

Plan 2 Win knows the sales management world, and we write about it often – in our ongoing Sales Success Blog and in the articles below. Each business article is available as a PDF, so feel free to download them into your Kindle and email them to your sales team.

Sales Execution “Selfie”

Have you reviewed your sales planning and management process lately? This article provides a sales planning and management self-assessment of how you manage your opportunities, strategic relationships, accounts and territories.

How to Write a Sales Territory Plan

Learn the seven critical steps to generate effective Sales Territory Plans to achieve your territory sales goals.

How to write a Strategic Account Plan

Select the best approach in each account situation. This includes analyzing your position in the account, the account’s needs, and the competitive situation to determine the best approach. Doing so gives you the highest probability of success and optimizes your use of time and resources.

7 Account Strategies to Maximize Success

What are the seven fundamental account strategies? This article helps you select the best strategy for different sales situations; improving your probability of success.

Account Planning is a Team Sport

When doing account planning, people tend to focus on having account managers develop “his/her” plan. Why not involve the entire account team in building the account plan for your most important customers?

Ensuring Strategy Generates Action

How many times have you sat in a territory or account review and heard great strategies being proposed only to find out a month or two later that none of those strategies were actually implemented? Here are five tactics to ensure that the strategies your people define actually get done.

The Ultimate Predictor of Sales Success

Wouldn’t it be helpful to know the single most important measure to know whether your team is advancing their sales opportunities? This business article presents the metric for complex selling efforts.

7 Steps to Ensure Software Adoption

There are seven key steps that cause sales teams to rapidly embrace new tools and methods. Missing any of these steps slows progress and increases time and cost.

Six Account Management Worst Practices to Avoid

There are six common account management pitfalls. Here is how to avoid them.

25 Ways Sales Planning Will Help You Win

There are six common account management pitfalls. Here is how to avoid them.

25 Account Management Practices to Improve Results

How does your team perform account management? We have many additional ideas to improve your team’s effectiveness.