Territory management for inside sales leader notes

Territory Management for
Inside Sales

Pressures to Improve Territory Management
Demands for
Financial
Performance
Customer‟s Use New
of Technology as a
Strategic Weapon Technologies

Territory
Complex, Complete Management Internet
Solutions Economy

Aggressive
Customer Competition
Satisfaction and
Loyalty Partner
Relationships

©2008 The TAS Group. All rights reserved.

The Territory Management Process

Measure and Territory
Report Management
Prepare
Monitor,
Workshop
Measure, Workshop
Report

Review with
Implement
Virtual Team

Go Do
Allocate Review with
Resources Management

Review and
Finalize
Plan Improve


Expectations

Microsoft

Partners Customers


Identify Expectations

Customers Partners Microsoft

Business Results:

Knowledge:

Activities:


Activity: Identify Expectations
Purpose Determine customer, partner and Microsoft expectations of the
territory team
Step 1  Following your session leader’s instructions, group into teams
at a flip chart
Step 2  Each team should brainstorm the business results, knowledge
and activities expected of them by a specific group (customers,
partners, Microsoft)
Step 3  Using the template on the prior page as a model, record your
answers on the flipchart
Step 4  As a team, review your list and identify the most critical
business results, knowledge and activities. Place an asterisk
(*) next to them.
Step 5  Identify the implications of this analysis on you and your
colleagues. For example, are there gaps in your knowledge?
Do you have needed resources? Are you spending time on
the important and critical items? Etc. TIME
Record on flip chart.
20 minutes


Managing a Territory

Accounts One Territory


Workshop Objectives

Business Objectives Learning Objectives
Drive business growth Gain insight into your territory
Improve business relationships with Segment accounts
your customers Prioritize potential opportunities
Balance and prioritize to deliver both Leverage resources effectively
short-term and long-term opportunities
Identify how marketing can help you
Improve sales performance through optimize your business
planning and prioritizing
Create and implement a customer-
centric plan for business growth and
improved CPE in the territory


Agenda
Gain Insight into Your Territory Identify Your Resources
PAMs

Product Groups LOMs/SEMs

Dynamics
Depth Territory Solution
Specialists
Manager
Other Solution
Sales Leadership
Specialists

Licensing
PTS
Specialists

Segment Your Territory Leverage Marketing Campaigns

Sales

$

Leve
Acti
vity
$

l
$ $ Marketing

$
Awareness Interest Preference Action

©2008 The TAS Group. All rights reserved. 9

Agenda

Develop Your Plan Implement Your Plan

Targeted Opportunity Areas Monitor,
Prepare
Measure, Workshop
Report

Objective Objective Objective Objective Objective
Review with
Implement
Virtual Team

Action Outcome Owner Resources Date
Finalize
Plan




Review & Improve Your
Opportunity Map


Opportunity Map

What I Sell
Where I Sell

Revenue
&
Resources


Territory Plan

Marketing Campaigns

„A‟ Accounts Objectives
Action Plans

Opportunity Map

Management Briefing

Developed in the
Workshop


Gain Insight into Your Territory

13

Gain Insight into Your Territory
Purpose
Gain Insight into
1 Your Territory  Identify the critical factors impacting your
territory
2 Segment Your Territory
Output
 Statement that describes the current condition
3 Identify Your Resources
of your territory
Leverage Marketing
4 Campaigns Benefit
 Understand the factors that influence your
5 Develop Your Plan ability to sell into your territory

Review & Improve
6 Your Opportunity Map

7 Implement Your Plan


Understanding Your Territory
General Trends

 Predominant vertical markets
 Predominant accounts
 Industry conditions and trends
 Economic environment
 Government regulations and policies
 Other factors that shape the territory


Understanding Your Territory
Microsoft-Specific Trends

 Microsoft revenue trends
 Microsoft license penetration
 Category of products coverage
 Anti-piracy
 Partner influence
 Competitive influence and market share
 Other factors that shape the territory


Territory Plan Management Briefing
Territory Overview
My territory consists of

The environment is

Microsoft situation and trends

Competitive situation

Partner coverage


Management Briefing
Territory Overview
My territory consists of
•# of accounts
•Geography covered
•Predominant vertical markets and accounts

The environment is
•Current economic conditions and trends
•Vertical market impact and trends
•Government regulations impacting the territory

Microsoft situation and trends
•Revenue trends
•Product trends
•Licensing situation
•Anti-piracy situation

18

Management Briefing, Continued
Territory Overview
Competitive situation
•Significant competitors
•Market share trends
•Significant competitive wins/losses
Partner coverage
•Predominant partners
•Strengths and weaknesses
•Gaps in coverage

19

Activity: Characterize Your Territory

Purpose Identify and document the significant characteristics of your
territory

Step 1 Review the data you collected as part of the program pre-work.
Identify the components of your territory and the factors that
influence it

Step 2 Document the predominant characteristics of your territory into
the Management Briefing section of your Territory Plan

Step 3 If information is missing or not known, document it on the
“Information Needed” worksheet. Identify the potential source(s)
of the information.

TIME

30 minutes


Reflection

• What was your key learning / realization
from this part of the workshop?
• How will this help you in managing your
territory?
• What does this mean for your day to day
work?
•What do you need to do more?
•What to do less?


Reflections Worksheet

How This Will Help in Impact Day to Day:
Key Learning Impact Day to Day: Do Less
Managing My Territory Do More

Gain Insight into Your
Territory

Segment Your Territory

Identify Your Resources

Leverage Marketing
Campaigns

Develop Your Plan

Review & Improve
Your Opportunity Map

Implement Your Plan


Activity: Identify Key Learning & Changes

Purpose Consider what you may need to do differently as a result of this
section of the workshop

Step 1 Think through the key items discussed during this section of the
workshop.
Step 2 Review the reflection questions and document on the first line of
the “Reflections” worksheet your answers to those questions

FINISH BY:
5 Minutes



$
$
$ $
$

24

Purpose
Gain Insight into
1 Your Territory  Determine the focus of your efforts

2 Segment Your Territory Output
 List of high value accounts and territory
sectors
 Preliminary sizing of key sectors
Leverage Marketing
4 Campaigns Benefit
 A tested approach to segmenting your territory
5 Develop Your Plan  Identify the sectors that have the highest
potential
Review & Improve



Managing a Portfolio of Accounts
Risk
“Under-investment”
HIGH
Opportunity cost problem

Revenue
Potential
Waste
“Over-
investment”
Cost of sale problem

LOW Resources HIGH


Portfolio Segmentation Model

HIGHER 1 2
A A
$ $

T T
Future
Potential
C B
$ $

T T

LOWER Current Revenues
D=? HIGHER


Definitions

Current Revenue = Lifetime Value

Future Potential = # of PCs


Activity: Segment Your Accounts

Purpose Segment your accounts according to current revenue and future
potential

Step 1 Using the information from your prework, write the names of your
top 20 to 30 accounts on sticky notes. With each account also
include their Lifetime Value and their number of PCs

Step 2 Using the “Account Segmentation” worksheet, lay the sticky
notes along the Current Revenue axis, according to Lifetime
Value. The account with the lowest lifetime value will be at the
far left, and the account with the highest value will be at the far
right

Step 3 Raise the sticky notes up on the Future Revenue axis, according
to number of PCs. The account with the most PCs will be at the
highest point, and the account with the fewest PCs will be at the
lowest point. Make sure you maintain their position on the
Current Revenue axis
TIME

30 minutes


Account Approach

A1 Business
Offers significant future business potential.
Development/
Deserving of significant sales effort.
Invest

A 2
Business
Development/
Penetrate

B Makes significant current revenue contribution.
Delivering on their potential.
Manage/
Protect

C Valued but does not make a significant
contribution and offers limited future potential.
Marketing/
Educate

D Little or no revenue contribution today and
insufficient data to accurately assess potential.
Investigate


Business Development: Invest

A1
Business
Development/
Invest

What Is Your Activity?
Understand their business issues & challenges
Identify your competitive position
Establish relationships
Identify their partner relationships


Customer Issues & Challenges

Financial
Pressure

Business
Unit
Manager

Operational
Pressure


Business Development: Penetrate

A2
Business
Development/
Penetrate

Understand their business issues & challenges
Identify your competitive position
Build relationships
Identify their partner relationships
Target specific solutions
Allocate resources
Thank the customer for their business
Ensure customer satisfaction

Manage/Protect

B Makes significant current revenue contribution.
Delivering on their potential.
Manage/
Protect

Qualify opportunities
Manage opportunities
Support customer
Follow up with partners
Thank the customer for their business
Engage in marketing campaigns
Ensure customer satisfaction


Marketing/Educate

C Valued but does not make a significant
contribution and offers limited future potential.
Marketing/
Educate

Engage in marketing campaigns
Provide awareness of Microsoft capabilities
Identify preferred partners
Engage partners


Investigate

D Little or no revenue contribution today and
insufficient data to accurately assess potential.
Investigate

Gather information
Re-profile and update Siebel


Portfolio Segmentation

HIGHER

A1 A2
Business Development/ Business Development/
Invest Penetrate

Future
Potential
C B
Marketing/Educate Manage/Protect

LOWER Current Revenues HIGHER
D
Investigate

Why Do Customers Buy?
A Universal Truth

Businesses and organizations do not buy
technology just because; they buy
technology to solve a business problem.

38

Microsoft Offerings
Sample Listing

Client
Server
Windows
SQL
Collaboration
Office
SharePoint
Exchange
IW
Security & Management
Dynamics
CRM
ERP
BizTalk

39

Opportunity Map Terminology
Individual Account
An A account
Significant future business potential
Deserving of significant sales effort
Group of Accounts
Accounts who have similar needs
Can be verticals, Next Logical Product groups, accounts covered
by the same partners, etc
Offerings
What Microsoft sells
Products, services, solutions
Sector
The intersection of an Offering and an Individual Account or Group
of Accounts

40

Opportunity Map
Microsoft Offerings

I
n A
d c Sector
i c
v o Total Potential Revenue
i u
d n
u t
Microsoft Resource
a s
l

G Partner
r A
o c
u c
p o Campaign
s u
n
o t Selected
f s


Opportunity Map
Microsoft Offerings

I
n A
d c
i c
v o
i u
d n
u t
a s
l


Activity: Begin to Develop the Opportunity Map

Purpose Place Accounts and Offerings on the Opportunity Map

Step 1 Place your selected accounts in the left column of the
Opportunity Map

Step 2 Using the list of Offerings just discussed, place your selected
offerings across the top of the Opportunity Map

TIME

15 minutes


Grouping Your Accounts

Sector
What
Offering
what $ $
+
where

$ $ $
Accounts/Groups of Accounts
where


Identifying Your Groups

Accounts
 Vertical
 License type (EA customer,
etc)
 Product potential
 Primary partner
 Primary competitors
 Etc.


Opportunity Map

G
r A
o c
u c
p o
s u
n
o t
f s


Activity: Continue Development of the Opportunity Map

Purpose Place Groups of Accounts on the Opportunity Map

Step 1 Consider how you want to group the remainder of your accounts.
You may look at grouping by vertical, by Next Logical Purchase,
by partner, etc.

Step 2 Place the Groups of Accounts on your Opportunity Map. For
example:
• If you choose verticals, then one row might say “Banking”
and the next row might be “Manufacturing”
• If you choose product potential, then you might sort your
data by product opportunity, and one row might be “Top
prospects for SharePoint”, and the next row might be “Top
Prospects for SQL”

TIME

15 minutes


Identifying Sectors
Considerations for Selecting Groups of Accounts

Measurable: Can revenue be tracked
according to the sectors you’ve defined?
Substantial: Are the sectors of sufficient size
in terms of potential revenue?
Unique: Are the sectors different enough to
warrant unique focus?
Growth Potential: Do the sectors represent
considerable upside?

Opportunity Map

Sector
Total Potential Revenue
200000

Microsoft Resource

Partner

Campaign

Selected

49

Activity: Select & Size Territory Sectors

Purpose Do a preliminary selection of Territory Sectors

Step 1 Identify the sectors of your territory that you believe have
considerable revenue opportunity

Step 2 Estimate the potential revenue for each selected sector and
place your estimate in the Total Potential Revenue cell

TIME

30 minutes


Reflection

territory?
work?
•What to do less?




Territory



Leverage Marketing
Campaigns

Develop Your Plan

Review & Improve

Implement Your Plan



PAMs


Dynamics
Depth
Territory Solution
Specialists
Manager
Other Solution
Sales Leadership
Specialists

Licensing
PTS
Specialists

53

Purpose
Gain Insight into
1 Your Territory  Allocate the most appropriate resources to
selected sectors of your territory
Output
3 Identify Your Resources • List of resources available to help you manage
your territory
Leverage Marketing
4 Campaigns Benefit
 Identify the resources that can best help you
5 Develop Your Plan
achieve your business objectives

Review & Improve



Identify Your Resources: Internal People

PAMs


Dynamics
Depth Solution
Territory Specialists
Manager
Other Solution
Sales Leadership
Specialists

Licensing
PTS
Specialists


Identify Your Resources: Programs

Mid Market
Relationship
Program
? TeleAgent Portal

Marketing Events,
?
Seminars, etc.
Territory
Manager
Annuity Marketing
Dashboard Collateral

References/ Call Guides &
Case Studies Sales Guides


Identify Your Resources: External

Customer
Web Sites
Competitor
?
Web Sites

Industry Journals
Partners
& e-Zines
Territory
Manager
Analyst
Consultants
Reports

Customers Alerts


Activity: Identify Resources
Purpose Identify and prioritize your resources

Step 1  Following your session leaders instructions, group into teams
at a flip chart. Each flip chart covers a different category of
resources:
• Internal & External
• People & Things
Step 2  Each team should brainstorm the various resources available
to you to support your efforts in creating and driving business.
Document each idea on the flip chart.

Step 3  Discuss the various ideas and identify the most effective
resources. Put an asterisk (*) next to the resources the team
has identified as most effective
Step 4  Be prepared to brief the room on your ideas, selection and why
you made the decisions you made
TIME

20 minutes


Opportunity Map

Sector
200000

Paul Lee
Microsoft Resource

PartnerCo
Partner

Campaign

Selected

59

Activity: Allocate Resources
Purpose Allocate specific resources to your Opportunity Map

Step 1 Identify the Microsoft resources you will associate with various
Sectors of your Map. Be as specific as possible. Place the
resources in the Microsoft Resources cells of your sectors. If no
resources are needed, leave the cell blank
Step 2 Review your allocation to ensure that appropriate resources are
defined, aligned with the value of the opportunities. Also ensure
that you have considered resource availability

Step 3 • Consider the partners in your territory. If an individual account
has a preferred partner, place that partner’s name in the
Partner cell.
• If you are working with a specific partner on a program or
campaign, place that partner’s name in the cell.
• If the partner is unknown, leave the cell blank. Identify this gap
on your “Information Needed” worksheet TIME

15 minutes


Reflection

territory?
work?
•What to do less?




Territory



Leverage Marketing
Campaigns

Develop Your Plan

Review & Improve

Implement Your Plan


Leverage Marketing Campaigns

Sales

Activity
Level
Marketing


63

Leverage Marketing Campaigns
Purpose
Gain Insight into
1 Your Territory  Determine how to best deploy your marketing
resources across your territory
Output
3 Identify Your Resources  Identified sectors where marketing can help
you create awareness and interest
Leverage Marketing  Specific marketing campaign that can help you
4 Campaigns create awareness and interest
 Targeted opportunities identified
5 Develop Your Plan
Benefit
6
Review & Improve  Maximize your marketing resources by
efficiently coordinating your marketing efforts
across your territory


The Logic Chain

Awareness

Interest

Preference

Action


Impact of the Logic Chain
Existing Situation Logic Chain Result

Prospects need to be made You have the solution to meet
aware of your company‟s Awareness the needs of your prospects
offerings

Prospects may be aware, but Your solution has the advantage
need to learn more about your and benefits that meet the needs
company‟s offerings and how
Interest of your prospects
they meet their needs

Prospects prefer a competitive Your solution is different from
solution or have no preference Preference and better than others being
considered by your prospects

Prospect decides from the short Your solution offers significant
list of alternatives Action value. Act now!


Integrated Sales and Marketing

Sales
Activity Level

Marketing



Building Your Pipeline

Opportunity

Opportunity
Opportunity
OpportunityOpportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity
Opportunity


Generating Demand
Determine Your Target Groups & Audience
Considerations
Example
SharePoint Solution
Vertical
Demand Generation
Company size
Location/geography Target groups:
Decision making level Banking
Executive Companies with large marketing
departments
Management
Research departments
Operational
Target audience
Technical vs. business Research directors
buyers/influencers Marketing directors
Purchasing approaches IT directors


Number of Touches

How many times must a
person hear something before
they truly remember it?

7

Generating Demand
Leverage a Campaign

A series of events/activities Example
Leverage your resources SharePoint Solution
Existing collateral Demand Generation
References
Planned events Direct mail invitations
Skill sets Telemarketing follow-up
Consistent message Reminder phone call
Aligned to customer need Local event – seminar
Thank you for attending
Follow up reference story
Sales call


Generating Demand
Determine Metrics
Example
SharePoint Solution
Start with the end in mind Demand Generation

Revenue by when? Objective: 10 SharePoint sales by 30/6/09
Average close rate/timing? Average deal size
3 month average sales cycle
Pipeline size
Close rate 40%
# of prospects
Revenue Need pipeline of 25 qualified prospects by
28/2/08
Determine targets for each
significant stage Targets by Stage:
Direct mail invitations - 2000
Telemarketing follow-up
Reminder phone call
Local events (4) – seminar – 100 per loc.
Thank you for attending
Follow up reference story
Sales calls – 40 appts.


Marketing Campaign Example
Solution SharePoint

Objective: $200K revenue by June 30, 2009

Target Companies with large marketing and/or research departments
Companies/ Focus verticals: Banking, Research, Consumer Products
Sectors
Anticipated
Program Type Audience Owner Date Investment
Results
Direct mail Marketing Dir. Tom Evans - 6 weeks before 10,000 Mail 2000
invites Research Dir. Inside Sales seminar invites per loc.
IT Dir. Territory Mgr.
Telemarketing Same Sophie Liadis - 4 weeks before
follow up Partnerco seminar
Reminder phone Same Sophie Liadis - 1 weeks before 100 attendees
call Partnerco seminar per loc
Seminars Same Peter Smith – Munich – Oct 3 8,000 60 leads
Microsoft Berlin – Oct 8
Marketing Dussel. – Oct 11
Prague – Oct 16
Thank you Same Tom Evans 1 day post event
letters
Reference story Same Tom Evans 1 week post
event
Calls for sales Same Sophie Liadis - Appts sched. 40 appts.
appointments Partnerco Within 2 weeks


Activity: Leverage a Marketing Campaign
Purpose Leverage a marketing campaign to generate interest and
awareness

Step 1 Group into teams as identified by your session leader. Identify a
scribe who will record your decisions
Step 2 Identify the financial objective you would like to achieve for a
selected campaign and document it in the Marketing Campaign
section of your Territory Plan
Step 3 Based on your objective, your average sales cycle and close
rates, determine the results you need from your campaign.
Step 4 Develop the activities you will do to maximize the results from the
marketing event and document them. Use the sample campaign
as a reference.

TIME
30 Minutes


Opportunity Map

Sector
200000

Paul Lee
Microsoft Resource

PartnerCo
Partner

Seminar
Campaign

Selected

75

Activity: Identify Marketing Campaigns
Purpose Place your marketing campaigns on the Opportunity Map

Step 1 Review your marketing campaigns. Identify the campaigns you
will leverage and document them in the Campaign cells of your
Opportunity Map

TIME

20 Minutes


Recap of Your Opportunity Map
HIGHER

A1 A2
PAMs

Business Development/ Business Development/
Invest Penetrate

Future Dynamics
Depth Solution
Potential Territory Specialists

C B Manager

Marketing/Educate Manage/Protect Sales Leadership
Other Solution
Specialists

Licensing
PTS Specialists

LOWER Current HIGHER
D
Investigate
Revenues

Sales

$

Activity
Level
$
Marketing

$ $
$

77

Opportunity Map

Sector
200000

Paul Lee
Microsoft Resource

PartnerCo
Partner

Seminar
Campaign

Selected

78

Activity: Identify Plan Sectors
Purpose Identify the Sectors that will form the basis of your Territory Plan

Step 1 Review your Opportunity Map, considering the highest value
Sectors and the resources you can leverage into them

Step 2 Identify the Sectors for focus of your plan this quarter. Check the
selection box of those Sectors

TIME

10 Minutes


Reflection

territory?
work?
•What to do less?




Territory



Leverage Marketing
Campaigns

Review & Refine
High-Priority Segments

Develop Your Plan

Review & Improve
Your Plan

Implement Your Plan


Develop Your Plan

Targeted Opportunity Areas






82

Develop Your Plan

Gain Insight into
1 Your Territory Purpose
 Develop an actionable plan to grow revenue in
2 Segment Your Territory your territory

3 Identify Your Resources Output
 An objective and action plan for a key targeted
4
Leverage Marketing opportunity area
Campaigns

Benefit
5 Develop Your Plan
 Agree on and document a plan for territory
growth
Review & Improve
6 Your Opportunity Map  Clarify the responsibilities and actions needed
to accomplish the plan


Value of Not Planning

“The nicest thing about not planning is
that failure comes as a complete
surprise and is not preceded by a
period of worry and depression”
John Preston
Boston College


The Action Planning Method

Objective What do you want to achieve?

Action What are the steps you need to take?

Outcome What do you want to achieve by taking this action?

Owner Who will be accountable for the action?

Resources What people, programs, money do you need?

Date When will the action be completed?


Planning Framework

Targeted Opportunity Areas







Objectives
What do you want to achieve?

What’s in it for you
What’s in it for the customers
SMART


SMART Objectives

S pecific

M easurable Example
Sell SQL Server solutions to 10
Achievable customers, resulting in $500K
revenue by June 30, 2009 and
R elevant enabling the customers to achieve
improved business intelligence.
Time-bound


Actions
What are the steps you need to take?

Key activities to advance your opportunities
Focus on the next 1 to 2 months
Example:
Review call guide for SQL, and develop
customer-centric probing questions


Outcome
What do you want to achieve by taking this action?

Defines the results you want from this action
Eliminates “time wasters”
Example:
Prepared for calls


Owner
Who will be accountable for the action?

One person
Ensures that the action is done
Delegate ownership of relevant actions to
others


Resources
What people, programs, money do you need?

What you need to use or spend to implement
the action
Consider the cost
From Microsoft and your partner
Examples:
Mark Lee – Marketing
MMRP
Telemarketing at Partnerco


Date
When will the action be completed?

Specific calendar dates
Realistic and pragmatic
Consider other work that needs to be done


Example of Revenue Objective
Targeted Opportunity Area SQL Prospects
Sell SQL Server solutions to 10 customers, resulting in $500K revenue
Objective by June 30, 2009, and enabling the customers to achieve improved
business intelligence
Action Plan
Action Outcome Owner Resources Time
•Conseco DB
Gather reference stories on SQL Mark Lee -
Publishable references Manager 1 Oct
success Marketing
•Jeffers DB Mgr.
Invite Conseco and Jeffers DB Mgrs. Agreement to speak at Conseco and
and IT Directors as guest speakers at seminars (at minimum Mark Lee Jeffers DB Mgrs. 1 Oct
SQL seminar agree to video) & IT Directors
Peter Jakes •Conseco DB
Develop demo based on Conseco Tailored demo for – SQL team
5 Oct
reference seminar Product •SQL tech
Manager support
Sheila
Invite list in hands of Pat Monjoy
Develop seminar invite list Philips - 8 Oct
marketing team (PAM)
ITM
Review call guide for SQL, and
Sheila
develop customer centric probing Prepared for calls 9 Oct
Philips
questions

Identified prospects for Sheila
Conduct calls 12 Oct
further qualification Philips


Activity: Develop an Objective & Action Plan

Purpose Build an objective and action plan for a Targeted Opportunity Area

Step 1 Develop a SMART objective that identifies what you want to achieve and
document it in your plan template on an Objective and Action Plan page.

Step 2 Document the key actions that need to take place

Step 3 For each key action, develop the following:
• The outcome of this action
• An owner for the action
• A list of resources required
• The “do by” date

TIME
30 minutes


Reflection

territory?
work?
•What to do less?




Territory



Leverage Marketing
Campaigns

Develop Your Plan

Review & Improve

Implement Your Plan


Review & Improve Your Opportunity Map

98

Review & Improve Your Opportunity Map
Purpose
Gain Insight into
1 Your Territory  Improve your Opportunity Map

Output
3 Identify Your Resources  Tested map that focuses on the areas of your
territory that hold the most potential
Leverage Marketing
4 Campaigns
Benefit
5 Develop Your Plan
 Identify areas of vulnerability
 Leverage your colleagues’ experience in
Review & Improve
6 Your Opportunity Map reviewing your areas of focus and action



Review and Improve the Plan

Step 1 Prepare

Step 2 Present and Review

Step 3 Improve


Review Components

Management Briefing
• Territory overview
Opportunity Map
• Individual Account selection and why
• Targeted Opportunity Areas and why
• Key resource requirements
• Key marketing campaigns
• Total potential opportunity targeted
Objective & Action Plan
Information Needed


Review Guide
QUESTIONS YES NO
Is the territory overview clear?
Does the territory overview include all the suggested content? If items are missing and
not noted in Information Needed, note them below in “Potential Improvements.”
Is the rationale solid for the Individual Account selection?
Is the rationale solid for the Targeted Opportunity Areas selected?
Is the Objective SMART?
Are the actions clearly thought out and are the outcomes clearly identified?
Will the actions lead to achievement of the objective?
Is there a single assigned owner for each action?
Is there a clear due date for each action?
Are the resource requirements realistic?
Do partner resources appear to be deployed in appropriate areas of the territory and
appropriate activities in the plan?
Do marketing resources appear to be deployed in appropriate areas of the territory?
Things to Keep Things to Change


Review and Improve Process

Step Territory Manager Reviewers Minutes
Prepares for the review, with the Prepare for your plan
1 10
support of a colleague. reviews to be done later.
Territory Manager provides an Listen to the presentation.
2 overview following the elements in Write down your questions. 10
“Review Components.”
Territory Manager answers the Ask clarifying questions.
questions.
3 10
The scribe documents each
question.
Identify top 3 vulnerabilities and Identify vulnerabilities and
4 10
recommendations. recommendations.
Territory Manager identifies key Review teams provide
5 vulnerabilities and additional feedback and 10
recommendations. recommendations.


Activity: Round Robin Review
Purpose Test your Territory Plan for areas of potential weakness and
vulnerability
Step 1 Trade plans with a colleague

Step 2 Review your colleague’s plan, and make notes of vulnerabilities
and recommendations

Step 3 Discuss your recommendations with your colleague.

TIME
20 minutes


Reflection

territory?
work?
•What to do less?




Territory



Leverage Marketing
Campaigns

Develop Your Plan

Review & Improve

Implement Your Plan


Implement Your Plan

Prepare
Monitor,
Measure, Workshop
Report

Review with
Implement
Virtual Team


Finalize
Plan

107

Implement Your Plan
Purpose
Gain Insight into
1 Your Territory  Understand how to best keep the plan up to
date, ensuring that it is a useful action plan
2 Segment Your Territory and communication vehicle

Output
 Clear set of steps to complete the plan and
Leverage Marketing
achieve approval
4 Campaigns
Benefit
5 Develop Your Plan  A solid plan to grow revenue and improve CPE
in your territory
Review & Improve



Completing Your Plan
Next Steps
Complete your Objectives and Action Plans
Discover “Information Needed” and fill in the gaps in your
plan
Complete the Management Briefing
Discuss with management for preliminary agreement
Review with resources
Finalize plan
Establish a review schedule with your manager
Go do


Suggested Management Review

Management Briefing
• Territory overview
• Territory focus
Opportunity Map
• Individual Account selection and why
• Targeted Opportunity Areas and why
• Key resource requirements
• Key marketing campaigns
• Total potential opportunity targeted
Objectives and Action Plans

111

Schedule Review Activities

Review the actions in your plan and ask yourself:
Once a week… Are we accomplishing our actions on schedule?
Are my actions for the coming week on my calendar or to-do
list?

Review the objectives and actions in your plan and ask:
Once a month… Are we making visible progress against the objectives?
Do we need to add any new actions?

Focus on the entire plan and ask:
Once a Did we accomplish the activities according to plan?
quarter… Are the results on target?
Should we make any adjustments?
Revise the plan:
Conduct the analysis again to accommodate any changes
Once a year… Did we achieve what we intended?
Should we publish a success story, communicating the value
we delivered?


Key Insights


Thank You

Please complete your evaluations

114

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