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[Infographic] 8-steps-to-create-and-execute-a-winning-sales-territory-plan

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8 Steps to Create & Execute a Winning Sales Territory Plan A Sales Territory Plan is a dynamic, workable plan that organizes and empowers a Sales team to target the right prospects and customers, and develop goals for predictable revenue growth over time. Sales territories are no longer necessarily created by geographic location, as company size, industry, need and other variables factor into consideration. Formalize growth goals and objectives of small business owners have recorded their full plans in the past year, while 27% failed to document any of their business strategy (Clutch, 2020) Only 15% Conduct a SWOT analysis Identify key success factors by analyzing the 3 Cs Define Ideal Customer Profile (ICP) and Acceptable Customer Profile (ACP) 85% of the businesses believe they're offering personalized experiences; but, only 60% of consumers believe that's the case (Twilio Segment Report) Determine Total Addressable Market (TAM) 3 methods to calculate TAM: Top-down, using industry research and reports Bottom-up, using data from early selling efforts Value theory based on assumptions about customers' willingness to pay 1 2 3 Develop metrics and reporting dashboard Define sales territories and responsibilities Company Customers Competition Map where current customers are located and the revenue received from each Assess strengths and weaknesses of the sales team Use data to determine needed improvements in territory design, balance and travel efficiency, as well as prioritizing current and potential customers increase in sales objective achievement from companies that effectively measure key territory data (Sales Management Association) 8% Create action plan and execute 53% of organizations make decisions using the criteria of "doing things the way they've always been done" or by "gut instinct" (Xactly State of Global Enterprise Sales Performance) Track, measure, analyze and continuously improve Continuously tracking performance allows the identification of potential issues before it's too late to adjust 8 7 6 5 4 3 2 1 Examine the time requirements for both reps and prospects/customers Create territories with an eye toward equity (quantity and quality of accounts) and balanced workload Request Demo Get Started Today: Visit LeanData.com to learn more about LeanData's go-to-market operations solutions for Automated Scheduling, Matching, Routing and Engagement, or visit us on AppExchange. Why LeanData? Today's growth leaders power their B2B selling with LeanData, the gold standard in modern revenue orchestration and an essential element of the modern RevTech stack. The LeanData Revenue Orchestration Platform, powered by No-Code Automation, simplifies and accelerates coordination of all the plays, people and processes needed to transform buying signals into buying decisions. LeanData is inspiring a global movement among its 800 customers and community of 5,000+ Ops Stars worldwide, empowering them with revenue operations excellence that translates into compelling buyer experiences and competitive advantage. Join the movement! 2901 Patrick Henry Drive, Santa Clara, CA 95054 | 669-600-5676 | www.LeanData.com 64% of organizations feel they are either Ineffective 31% Somewhat effective 33% Steps to Create & Execute a Winning Sales Territory Plan 8 Benefits of Sales Territory Planning (Sales Management Association) Strategic Targeting Match best reps to accounts More Time Spent Selling Customer Experience

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