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.
|When this occurs (the cue)||Do this (the behavior)|
|Change in opportunity or account status, such as sales process stage|
Update status in account or opportunity record.
Adjust account or opportunity strategy in account or territory plan.
|New strategic information regarding account, opportunity or territory||Modify strategy in account or territory plan.|
|New partner; new information about a partner||Update partner strategy in territory or account plan.|
|New strategic relationship within an account or a partner||Add to account relationships and add relationship strategy.|
|Change in position of the key player||Update account relationships and relationship strategy.|
|New competitor; new competitive move||Adjust account or territory plan SWOT (Strengths, Weaknesses, Opportunities and Threats) and strategies.|
Each of these actions should take only a few minutes. They ensure that you are adjusting to the important changes in your territories and key accounts so you don’t miss something important and so that you have effective strategies. Over time, these habits can make a big difference in the way your team manages strategic accounts and sales territories.
You may also be interested in our White Papers on Account and Territory Planning.