Strategic Territory & Account Planning in Sales 2.0
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1 Strategic Territory & Account Planning in Sales 2.0 For the VP of Sales Forum
2 Topics Successful Territory and Account Planning Value of integrating sales planning into CRM Generating Adoption of Methods/Tools
3 The Objective Convert Raw Data into Meaningful ACTION! Data Information Strategy Implementation
4 DreamForce, Sales 2.0 Take-Aways Do it ASAP!! Engage Buyers Align Buying/ Selling/ Marketing Communicate across Boundaries Enable Users
5 The IT revolution S O C I A L Speed; everything is happening faster. Open; company environment must be open or new tools will blow you open. Collaboration; the revolution enables people, teams, companies and societies to take on new challenges. Individuals can start something farther, faster, deeper and cheaper than ever before. Alignment; never been a more important time to sail your ships in the same direction. Leadership; Must be a mix of bottom-up and top-down. Inspire, enable and empower everything. According to Marc Benioff/ Salesforce.com CEO As reported by Thomas Friedman, Mercury News, Oct. 25, 2011 Silicon Valley once again leading tech revolution
6 Why do a Sales Plan? Better account, opportunity selection Improved strategies Plan is more visible Better use of partners Team participation Stay on top of changes Efficiency (time & energy) Productivity Effectiveness (quality & results) Source: SiriusDecisions Research Brief: Productivity: More Than Just the Topline 6
7 Case Study And Margins increased 10% In high-value, capital equipment sales 7
8 Sales Plan Elements Goals, Funnel Requirements Trends SWOT Analysis Strategies / Tactics Accounts Opportunities Partners Activities Management Support, Approval
9 Case Study
10 Integrating the Sales Plan into CRM
11 Benefits of the Sales Plan in CRM On-going, online implementation of the plan Easier team participation Plan is more visible for coaching, best practice sharing Track progress vs. strategies and action items Management reporting Access to other information
12 Best Practices: Sales Plan in CRM Focus on helping sales people sell Make it easy to use Include only what is really useful Leverage CRM objects, functions Share with Territory/Account team members
13 Territory Overview Numbers Personal Plan Trends Goals Narrative
14 Analysis -> Strategy -> Action SWOT Strategies Activities
15 PLAN to WIN Accounts, Opportunities, Partners Accounts Opportunities Partners Activities Approval
16 PLAN to WIN Account / Opportunity Strategy Compelling Event Product Criteria Differentiators Process Sales Approach
17 PLAN to WIN EXECUTE Be Proactive Use CRM tools Manage Territory / Time Guide Progress
18 PLAN to WIN Generating Adoption Sense of Urgency Sponsorship Vision & Strategy Communicate Ensure Action Short-Term Wins Broaden Adoption
19 PLAN to WIN Summary Sales Planning has a BIG payoff. Technology is necessary, but NOT sufficient. Your efforts must be ALIGNED. You must engage ADOPTION.
20 PLAN to WIN Resources See Appendix A Strategic Account Management Assoc.
21 PLAN to WIN You ve got to PLAN to WIN! Ron Snyder: Eric Doner: www. achievecorp.com
Manage your Territory by Working your Plan. Ron Snyder President
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