An introduction to Territory Management

1. Strategic Value Selling (SVS) – Territory Management
A Different Perspective on Selling

2. “What are you doing today to dominate
your territory in the next 18 months?”
• Domino Theory of Territory Planning
• What is a territory?
• Why Territory Planning?
• What are the elements of a territory plan?

3. Sun Tzu – the Art of War
“Careful planning will lead to victory. Poor
planning will lead to defeat. The worst is to
have no planning at all.”
“A winning general creates the conditions
of victory before beginning the war. A
losing general begins the war without
knowing how to win it.”

4. Domino Theory of Selling

5. What is a territory?
• Geography
• Vertical Industry
• Set of prospects
• Any time there is a large
number of prospects

6. Why do I need a Territory Plan?
• It is your business plan
– Give purpose to your sales efforts
– Define how you will achieve your quota goal
– Define how you will dominate your territory over time
• It Ensures Territory Coverage
– Ensure No opportunity is unknown
– Ensure the UGS name is well known in your territory
• It Increases probability of success
– Giving wider exposure to opportunities
– Gives a known plan to dominate (all dominos are
known and in line)

7. Elements of a Territory Plan
• Create the following
– Territory Profile
– Territory Goals
– Territory Strategy or Planning Model
– Territory Tactics
• Identify your Resources
• Test - How could my plan fail (and
competition win)?

8. Territory Profile – SVS Pre-Discover
• Territory Demographics
– Territory Definition
– List of all companies in defined territory
• Company Basics – Industry, Revenue, installed systems
• Installed base
– Names, profiles, 2006 forecast, risks
– Competition – names, profiles, opportunity
– Market share conclusions, market dominance conclusions
• Territory Statistics
– Revenue over time
– Win/Loss ratio
• Industries/leaders (head dominoes)

9. Territory Goals
• Achieve your revenue goals
– Which accounts are most likely to help you achieve
your revenue goals?
• Build momentum for future success
– How can I begin to dominate my territory for future
sales?
• Create Company Exposure
– How can I build positive recognition for my company in
my territory so we are considered for all product sales?

10. Territory Planning Model
Target Account (above the deck)
Target Account (below the deck)
Company Territory Rep
Deck Level
Target Account (partner leveraged)
Defined Territory
Company Reseller Partner
Coverage Area
Non-Target Account (above the deck)
Non-Target (below the deck

11. Territory Strategy
• SVS Strategy Language
– Direct – “I currently dominate my territory, how can I
maintain that dominance?”
– Indirect – “My competitor dominates my territory but I
think I can over throw them.”
– Divisional – “Currently, I cannot determine how to
dominate my territory but I can dominate a piece of it.”
– Containment – “I am in danger of a competitor throwing
me out of my territory, how can I protect my installed
base”
• Based on your territory profile, what is your best
strategy to win?

12. Territory Tactics
• Use of entire Company Sales Team
– Direct Sales
– Reseller Partners
• Tactical Programs - Use of marketing programs for exposure beyond
targets
– Newsletter mail campaigns
– Letter/Marketing Material Program
– Call center
– Inside sales
• Be aware of Territory account influences
– OEM/Supplier relationships
– Professional Memberships
– Business relationships
– Local University/Education relationships

13. Want to know more?
Consulting rates apply
Contact greg.nutkins@btinternet.com
5/16/2016 Produced by Sales Guerillas 13