Territory Growth Planning

Does your company know specifically how to translate your growth goals and strategies to the territory level?

Are many of your salespeople “shooting from the hip” when it comes to planning where their growth will come from in the future?

Can they provide solid accountability on how they will make their numbers?

Famed football coach Vince Lombardi once said, “Confidence comes from planning and practicing well.  Fundamentals win it. If you block and tackle better than the team you're playing, you'll win.”

Territory Growth Planning is about the fundamentals of growing your business and establishing accountability. It provides a structured process for each sales professional to examine their performance and effort over the past 6-12 months -- and determine where future growth will come from. It’s a process to translate strategy into action at the field level. It provides a method to explore ideas and seek advice from others, and finally, it’s a process to develop a plan for growth and execution of goals.

The Territory Growth Planning System is a 7-step process for integrating territory growth plans into your organization: From Design to Launch to full Implementation, the process enables your sales force to maximize revenue and identify the best opportunities for growth.

The process begins with the Territory Growth Planning Design meeting … a 2- day work-session with some of your company’s top salespeople and managers. Through expert facilitation, the team works to create the templates and key questions salespeople will respond to as they prepare their plans for the new year.  Each part of the plan challenges the salesperson on specific areas of their business, highlighting what has worked and what needs to be done differently.

From identifying the best opportunities to profiling wins and losses, Territory Growth Planning provides your sales organization with a solid understanding of where the gaps are, where the opportunities exist, and what has to be done to achieve goals. And a key part of the process involves each salesperson presenting their plan to their entire sales team – a critical step in the path to success.

When all is said and done, PLANNING and EXECUTION build accountability. 

Territory Growth Planning could be just the focus your sales organization needs to accelerate growth.