Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
How to plan your sales territory
1. How to successfully
plan your sales territory
Simple and practical approach to build an initial plan for
your business - designed for new sellers
By Camilo Rojas - @camilo_rojas
2. High Level Process
•
Prepare. Customer, Play, Routes,
Competitors
•
Establish target.
Target = Quota * 1.15
•
Establish pipeline targets.
Pipe target = Target / Win Rate
•
Assess current pipeline.
•
Identify Pipeline Gaps.
Gap = Pipe target - Current Pipe
•
For each gap, establish a territory plan.
Gap = Plays * Customers * Routes
•
Consolidate plan on an execution plan
Execution = Customer * Action *
Responsible * Dates
4. Understand your customers
•
Agree on coverage model with
customer set and brands
•
Know renewal dates for S&S
Evaluate sell cycles
•
Understand financials and key
business drivers
Discover competitor footprint and
relationship
•
References documented
•
Analyze previous year results.
•
Cluster by industry if possible
•
•
Customer
Industry
Customer 1
Telco
Customer 2 Banking
Key driver Footprint S&S aniv Competitor
Rev Growth
BPM
01/05/14
Oracle
…
Risk contain
ECM
20/03/14
HP
…
Customer 3
Retail
Margin +
MM
15/07/14
SAP
…
Customer 4
Telco
Churn -
NAA
01/02/14
Cloudera
…
5. Understand your sales plays
•
Review your sales plays available.
•
Review the business needs
addressed with the play
•
Understand industries that best
applies to them. Find the average sell
cycle. Plan your average sell ticket
Plays Industries Avg $
Sell
cycle
•
Be aware of dependencies,
appliances, special services
Play 1
Telco
250k
90 days
•
Leverage accelerators, references
and pre-sales assets
Play 2
Banking
100k
60 days
•
Document your sales plays and land
them to your territory
Play 3
Retail
300k
120 day
6. Understand your competitors
•
For each one of the plays
selected do your homework
understanding their products,
sales strategies, silver bullets.
•
Subscribe to their newsletters
•
Assist to their marketing
events
•
Keep up on the IMAZ
competitive information for
tactics
7. Understand your routes
•
For selected plays map
your BP’s
•
Evaluate their tech, sales,
marketing, services ability
•
Review previous year
performance
•
Consider SI’s, ISV’s,
VAD’s, internal services,
etc.
8. Enable routes for plays
•
Plan with your BPR the
deals that you need your
BP to be ready.
•
Work together on a plan to
enable them from a sales,
tech sales and services
perspective
•
Make sure the BP has IBM
“readiness” to sell the
business
10. First establish your objective
•
Understand the past. Clearly
assess what was the business for
the previous year. Segment by
route, play, product, industry.
Establish your win rate.
•
See how you did against your
competition. Measure by quantity of
sales won / lost, revenue won / lost.
•
•
Clearly understand the growth
requested by your plan. Segment
the objective by route, play, quarter.
Target to make 115% each quarter.
Even if you miss, you will be close
to plan.
Target = Quota * 1.15!
!
Example!
Quota
Target
1’000k
1’150k
11. Establish your pipeline targets
•
•
With target
establish your
pipeline targets.
Ideally separate
for each one of
your sales plays.
Review each
quarter for target
pipeline
Target Pipe = Target / Win Rate!
!
Example!
Last Year win rate 1/5 deals won
Win rate
5x
0.2
!
Pipeline target
1’150/0.2
5’750k
12. Assess current pipeline
•
Check your current pipeline
•
Make sure you have real,
controlled pipeline
•
Segment current pipeline by
play, sales cycle, pipe age,
deal size, volume of deals
•
•
Leverage pipeline standard
reports they have most of the
info, weekly. Contact your
marketing leader for this info.
This should be a biweekly
practice, this shows the health
of your business.
Pipe
Validated Qualified
Age
Volume
Play 1
1150
600
65
3 opps
Play 2
1600
1400
80
5 opps
Play 3
1400
1000
120
6 opps
Total
4150
2000
88
14 opps
13. Target Pipe
Validated Pipe
Gap
Play 1
1450
1150
300
Play 2
2500
1600
900
Play 3
1800
1400
400
Total
5750
4150
1600
Identify Pipeline Gap
Subtract your target pipeline with your existing pipeline by play. Alternatively by
customer
14. Establish a territory plan
•
•
•
•
Work on a matrix to
understand the play coverage
in your customer accounts.
Identify pipeline potential for
each account
Mark where the competition is
incumbent. Make a plan on
how to attack them.
Make sure your total
prospecting plan covers your
gap.
Play 1
Play 2
Total
Client 1
100k
700k
800k
Client 2
500k
SAP
500k
300k
300k
1000k
1600k
Client 3 Oracle
Total
600k
15. Play
Activity
Responsible
Date
Outcome
Play 1
100k
Briefing
Rep 1
01/03/14
Vision
CVE
TSS 1
15/03/14
Qualify
PoC
Tiger 1
30/03/14 Tech Qua
Propose
Rep 1
15/04/14
Verbal
Negotiate
Rep 1
20/04/14
Close
Sign & Book
Client 1
Rev
Rep 1
28/04/14 Happiness
Play 2
700k
Exec meet
Rep 1
02/03/14
Vision
…
…
…
…
…
…
Consolidate an execution plan
Share it with your team, get them aligned, ask for help
early
16. Third, and the most important step.
!
Execute your plan.