Account/Territory Strategy Plan Assessment, Understanding, Direction, Accountability

Account/Territory Assessment Outline what you “SEE” With The Account/Territory What is going on? Major initiatives, players, goals (corporate, functional), objectives, market risks, culture, etc. What is going on with the account or Territory, What is happening in the industry, what motivates the organization, the players, where does your company fit, how does the culture drive buying decisions, how is the market impacting the organization etc. What are they struggling with,

Outline what you “SEE” With The Account/Territory

What is going on?

Major initiatives, players, goals (corporate, functional), objectives, market risks, culture, etc.

What is going on with the account or Territory, What is happening in the industry, what motivates the organization, the players, where does your company fit, how does the culture drive buying decisions, how is the market impacting the organization etc. What are they struggling with,

Organization Assessment What do you “See” with your team? Who is on it, directly an indirectly (what/who makes up the pursuit team?) Do you have the right resources? What’s the teams ability to execute? Where are the strengths? What are the holes? (if any) Organization (your company) Locally (the direct team) A robust assessment of the team and it’s ability to be successful

What do you “See” with your team?

Who is on it, directly an indirectly (what/who makes up the pursuit team?)

Do you have the right resources?

What’s the teams ability to execute?

Where are the strengths?

What are the holes? (if any)

Organization (your company)

Locally (the direct team)

A robust assessment of the team and it’s ability to be successful

Opportunity Where DO You Win? What opportunities do you see? What market/industry/environmental/Client opportunities exist? Where do you need to be focusing your time based on return on effort? What are you going to chase and why? What opportunities provide the biggest ROSE, (Return on Sales Effort)

Where DO You Win?

What opportunities do you see?

What market/industry/environmental/Client opportunities exist?

Where do you need to be focusing your time based on return on effort?

What are you going to chase and why?

What opportunities provide the biggest ROSE, (Return on Sales Effort)

Goals What Are You Going To Do? Based on your account and organization assessment, what are your goals? Make them SMART Rarely more than 3

What Are You Going To Do?

Based on your account and organization assessment, what are your goals?

Make them SMART

Rarely more than 3

Objectives What Do You Have To Do To Make Your Goals? Objectives are tactical and must LINK to the goals and the Account/Organizational Assessment. What needs to be accomplished in order to achieve the goals (beginning of execution) Make them clear and concise, depending on goals and assessment, there could a substantial number

What Do You Have To Do To Make Your Goals?

Objectives are tactical and must LINK to the goals and the Account/Organizational Assessment.

What needs to be accomplished in order to achieve the goals (beginning of execution)

Make them clear and concise, depending on goals and assessment, there could a substantial number

Approach How Are You Going to Do it? Again, must link to Assessment, Goals, Objectives How are objectives and goals going to be achieved, what specifically is going to be done to be successful, what is the PLAN? How are things going to be done? Heavy emphasis on EXECUTION, this is the meat of the presentation. (what resources will be employed, What strategies will be used, where will efforts be concentrated?)

How Are You Going to Do it?

Again, must link to Assessment, Goals, Objectives

How are objectives and goals going to be achieved, what specifically is going to be done to be successful, what is the PLAN? How are things going to be done?

Heavy emphasis on EXECUTION, this is the meat of the presentation. (what resources will be employed, What strategies will be used, where will efforts be concentrated?)

Risks What Can Screw Things Up? What could undermine efforts? What could prevent success from happening? What is the impact if a risk were to materialize? How is risk being mitigated? Is the risk worth it? This is where risk is assessed and INTEGRATED to the plan? Identifying risk is key to understanding probability of success

What Can Screw Things Up?

What could undermine efforts?

What could prevent success from happening?

What is the impact if a risk were to materialize?

How is risk being mitigated?

Is the risk worth it?

This is where risk is assessed and INTEGRATED to the plan?

Identifying risk is key to understanding probability of success

Contingency If things change, or if the assessment is wrong, what approach or plan will be implemented to ensure goals are met? What is the back-up plan?

If things change, or if the assessment is wrong, what approach or plan will be implemented to ensure goals are met?

What is the back-up plan?

Resources What Do You Need? Do you have everything you need to make your goals If not what is needed? What is the investment? What is the ROI? Is there ROI risk? (if any)

What Do You Need?

Do you have everything you need to make your goals

If not what is needed?

What is the investment?

What is the ROI?

Is there ROI risk? (if any)

Conclusion Summary of plan,(not mandatory) OTHER, Anything the Sales Person wants to add Special requests

Summary of plan,(not mandatory)

OTHER,

Anything the Sales Person wants to add

Special requests

What Happened QX? Contrast Quarterly Goals What I said I would do, What I did Contrast Quarterly Objectives What I said I would do, What I did What worked, what didn’t. (the approach) What forward (what is going to change, if anything?)

Contrast Quarterly Goals

What I said I would do, What I did

Contrast Quarterly Objectives

What I said I would do, What I did

What worked, what didn’t. (the approach)

What forward (what is going to change, if anything?)

Quarterly Plan Reviews Breaks down yearly plan into 4 quarters, Review’s are done quarterly Link back to yearly plan Includes assessment of previous quarter What worked, What didn’t What will be changed Moving forward

Breaks down yearly plan into 4 quarters,

Review’s are done quarterly

Link back to yearly plan

Includes assessment of previous quarter

What worked,

What didn’t

What will be changed

Moving forward

Qx Assessment Quarterly Assessment What is the Assessment of the Account currently, coming Quarter? What is going on this quarter that will impact the ability to make the quarterly and yearly goals? (see Assessment yearly) Must LINK to yearly plan

Quarterly Assessment

What is the Assessment of the Account currently, coming Quarter? What is going on this quarter that will impact the ability to make the quarterly and yearly goals? (see Assessment yearly)

Must LINK to yearly plan

QX Team Assessment How is the team positioned to be successful? Are there missing pieces? Has anything changed? Do things still LINK well? A robust assessment of the team and it’s ability to achieve the goals and objectives

How is the team positioned to be successful?

Are there missing pieces?

Has anything changed?

Do things still LINK well?

A robust assessment of the team and it’s ability to achieve the goals and objectives

QX Goals Quarterly Goals Must LINK to yearly! Must link to quarterly Assessment See Goals yearly for direction

Quarterly Goals

Must LINK to yearly!

Must link to quarterly Assessment

See Goals yearly for direction

QX Objectives Quarterly Objectives Must link to quarterly goals Must link to yearly goals and assessment See Objectives yearly for direction

Quarterly Objectives

Must link to quarterly goals

Must link to yearly goals and assessment

See Objectives yearly for direction

QX Approach What needs to be done this quarter to make quarterly goals and objectives? How are the goals and objectives going to be accomplished? Must LINK to quarterly and yearly goals and objectives What is the quarterly effort, execution plan? See yearly approach for more direction

What needs to be done this quarter to make quarterly goals and objectives?

How are the goals and objectives going to be accomplished?

Must LINK to quarterly and yearly goals and objectives

What is the quarterly effort, execution plan?

See yearly approach for more direction

Qx Risks What are the quarterly Risks associated with success? Again, link to quarterly goals, objectives, approach. See yearly Risks for more direction

What are the quarterly Risks associated with success?

Again, link to quarterly goals, objectives, approach.

See yearly Risks for more direction

Qx Contingencies What is the quarterly back-up plan? What will be done if things don’t go as planned? See yearly contingencies for direction

What is the quarterly back-up plan?

What will be done if things don’t go as planned?

See yearly contingencies for direction

Qx Resources What helped is needed to be successful this quarter (if any) See yearly resources for more direction

What helped is needed to be successful this quarter (if any)

See yearly resources for more direction