Manage your Territory by Working your Plan. Ron Snyder President

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1 Manage your Territory by Working your Plan Ron Snyder President

2 Topics Territory Management/Planning The Challenge/ Impact Best Practices Elements of an Effective Territory Plan Q&A

3 Sales Leaders and Teams Are Struggling Symptoms Reps not achieving territory quota High percent of lost/no decision deals Important account deals not being won Pipeline opportunities not advancing Missed forecasts

4 Industry averages 53% of forecasted opportunities did not close 25% of Sales Organizations: Win rate < 25% 40% quota achievement Sales Leaders and Teams Are Struggling But, Top Sales Organizations have: Win rate >60% 65+% quota achievement There is a better way!

5 Focus on the Critical Few The key to improving Sales Performance is not doing many things a little better It is doing a few, critical things an Order of Magnitude better! - Paraphrasing Michael Hammer/ Reengineering Guru

6 A Strategic Approach to Territory Planning Has a Big Impact World Class Sales Organizations did 25% better in key sales performance metrics by: Criteria for strategic accounts Selecting opportunities to pursue Allocating resources Advancing opportunities Leveraging best practices

7 Shift from Reactive to Strategic Reactive Mode Vicious Cycle Strategic Mode Virtuous Cycle Goals Results Strategies Actions Too many inputs Hard to react to all No proactive effort Goal- based plan Implement strategies Monitor and adjust

8 Best Practices 1. Strategic Territory Planning 2. Focus on Top Accounts, Opportunities 3. Coordinated Execution

9 The Top Management Lever Sales Strategy and Planning Sales Strategy and Planning Is the most important sales management lever 73% of Sales Leaders! Sales Planning - Impact Increases growth rates Improves customer retention Enhances cross sell and upsell

10 Ad hoc Execution Coordinated World Class Sales Organizations use Sales Planning Sales Planning Proficiency Model Tactical Planning Coordinated Execution Strategic Planning Coordinated Execution Individual Activity Tactical, Deal Focus Strategic Planning Ad Hoc Execution Reactive Planning Strategic

11 Best Practices 1. Strategic Territory Planning Set Goals Define Strategies Detailed Plan of Action 2. Focus on Top Accounts, Opportunities 3. Coordinated Execution

12 Manager s Best Practices Sales Planning Approach Make sure they have a plan Make sure they use it! Create Review Implement Fine-tune

13 Best Practices Territory Review Process Implement a Process 13 Weeks of the Quarter

14 Best Practices Territory Review Process Implementing the Process Leadership Support Communicate Objectives Create and implement Plans Regular Reviews Celebrate Wins! 13 Week Quarterly Process

15 Best Practices Customer Business Reviews Involve the Customer Track Needed Changes Quarterly Business Reviews Business goals Resolve issues Identify new opportunities Senior management

16 Best Practices Strategic Territory Planning Best Practices 1. Plan 2. Process 3. Celebrate Wins!

17 Territory Management Our Apps Provide the Framework Territory management should be 75% of what sales leaders concentrate on, because it includes the strategy and tactics that they need to execute to achieve their objectives. The rest is minutia. - Tim Henning - VP of Sales for medical equipment companies

18 Best Practices Poll Best Practices #1: Strategic Territory Planning How often do you do territory planning? Rarely Yearly Quarterly Monthly Weekly 0% 5% 10% 15% 20% 25% 30% 35%

19 Best Practices 1. Strategic Territory Planning 2. Focus on Top Accounts, Opportunities Who is important? What are the must wins? What is the plan to win? 3. Coordinated Execution

20 Territory Planning Best Practices Account Plans Best Practices produce better results! The top 20% of sellers produced better results: 3 times bigger deals 10-15% higher win rates Reps who do good account planning are 41% more likely to achieve quota.

21 Best Practices Focus on the Best Opportunities The top 30% of prospects are 3 times more likely to buy than the bottom 70%

22 Manager s Best Practices Target the Best Opportunities Best Practices Create criteria to prioritize Accounts, Opportunities Review account, opportunity selection Help with strategies for top accounts, opportunities Allocate time and resources to key accounts, opportunities

23 Territory Management Our Apps Provide the Framework These apps transform Salesforce from a data repository into a strategic selling tool. - Joan Washburn, CEO, sales consultant, former VP of Sales for medical equipment companies

24 Best Practices Poll Best Practices #2: Focus on Top Accounts, opportunities Describe your process for prioritizing accounts. None People use own criteria Defined Selection Criteria Defined process for prioritizing 0% 10% 20% 30% 40% 50% 60%

25 Best Practices 1. Strategic Territory Planning 2. Focus on Top Accounts, Opportunities 3. Coordinated Execution One plan - allocate resources The sales rep and manager Plan2Win Software All rights reserved.

26 Best Practices Micro Market Plan Micro Market Plan Specific geography or vertical market Engage team Leverage momentum and relationships Identify high pay-off opportunities Current accounts Prospects Competitor accounts New targets Bi-weekly follow up

27 Best Practices Coordinated Execution Actions guided by Strategic Objectives Focus on high pay-off accounts, opportunities Create good strategies Coach Manage to the plan

28 Manager s Best Practices Sales Coaching The Impact of Sales Coaching is dramatic! Achieving territory goals requires the manager to work with reps 19% improvement in sales performance by sales coaching 56% increase in customer loyalty where sales coaching is involved 27% increase in ROI on investment in sales coaching

29 We Provide the Planning Tool You provide the Sales Coaching Sales Managers need to increase time spent on: Planning Proactive review People development Customer interaction Use technology to assist coaching Data visibility via CRM Insight via dashboards, reports

30 Best Practices Coordinated Execution Best Practices 1. Team members share plans with team 2. Coach on territory strategy 3. Review plans regularly; part of the routine

31 Territory Management Our Apps Provide the Framework It makes Salesforce a usable tool for salespeople that I can build and manage my plan in. - Ed Bronder, Business Development Manager of a Medical Technology company

32 Best Practices Survey Best Practices #3: Coordination Execution What percentage of your time do you spend coaching? 0-10% 11-20% 21-30% 31-40% 40+% 0% 10% 20% 30% 40% 50%

33 Territory Sales Plans Better Sales Results 1. Strategic Territory Planning 2. High pay-off Accounts, Opportunities 3. Coordinated Execution

34 Key Elements of a Territory Plan

35 Key Elements of Effective Territory Planning 1. Goals Key Elements of an Effective Territory Plan

36 Key Elements of Effective Territory Planning 2. Territory Analysis Key Elements of an Effective Territory Plan

37 Key Elements of Effective Territory Planning 3. Strategies, Tactics Key Elements of an Effective Territory Plan

38 Key Elements of Effective Territory Planning 1. Goals 2. Territory analysis 3. Territory Strategies, Tactics 4. Prioritize accounts and opportunities Key Elements of an Effective Territory Plan

39 Key Elements of Effective Territory Planning 5. Account/Opportunity Strategies Key Elements of an Effective Territory Plan

40 Key Elements of Effective Territory Planning 1. Goals 2. Territory analysis 3. Territory Strategies, Tactics 4. Prioritize accounts and opportunities 5. Account/Opportunity Strategies 6. Partners 7. Action Plans 8. Reports & Dashboards Key Elements of an Effective Territory Plan

41 Key Elements of Effective Territory Planning 8. Reports & Dashboards Key Elements of an Effective Territory Plan

42 Territory Planning Resources Customer Resource Center Manager s Checklist White Papers Articles Blog

43 Partial Customer List

44 Manage your Territory by Working your Plan On Salesforce.com AppExchange: Territory Plan Pro Ron Snyder President

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