In business and sales, there has probably never been a more apt quote than that of Benjamin Franklin…the heading for this post.
Want to know why territory planning is so critical to salespeople and businesses in general? It’s not because, as the late John Preston from Boston School of Management suggests…
“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”.
No. It’s because, as the Canadian Professional Sales Association has discovered, the top reason salespeople fail to reach their targets is because of a lack of planning.
Territory planning helps you target the right customers, establish goals for income, and ensures sales growth over time. It also helps you engage with customers early enough in the sales process to have an impact. A good sales plan defines the specific industries and sectors that will offer the most opportunity to you—and why. That’s the foundation of any plan. What else does a great salesperson need to include in their territory planning for optimal success? Paul Watts and I discuss just that in this Sales Reinvented podcast
And if you want help putting your plan together and being held accountable for it, maybe we should talk.