Territory Sales Strategy and Plan
A comprehensive plan to drive growth in your territory.
RS
by Ren Saguil
Slide 1: Executive Summary
Territory Overview
Key market dynamics and competitive landscape.
Strategic Objectives
Increase market share, grow revenue, and build customer loyalty.
Slide 2: Territory Analysis
Market Size and Potential
Identify growth areas and opportunities for expansion.
Customer Profile
Understanding customer needs, behaviors, and preferences.
Slide 3: SWOT Analysis
Strengths
Weaknesses
Opportunities
Threats
Slide 4: Sales Objectives
15%
Revenue Growth
Increase revenue by 15% over the next year.
20%
Market Share
Gain 20% market share in key segments.
100
New Accounts
Acquire 100 new customers by the end of the year.
Slide 5: Territory Segmentation
Geographic Segmentation
Target specific regions based on market potential and growth opportunities.
Industry Verticals
Focus on specific industries with high potential.
Customer Size Categories
Tailor sales strategies to different customer size categories.
Product/Service Focus Areas
Slide 6: Sales Team Structure
Territory Manager
Responsible for overall sales performance and team management.
Account Executives
Develop and manage key customer relationships.
Inside Sales Representatives
Handle inbound leads and qualify potential customers.
Channel Partner Managers
Recruiting, onboarding, and managing a network of authorized resellers, VARs, and distributors
Slide 7: Sales Strategies
Account Targeting
focuses on identifying and pursuing specific customer accounts
Channel Strategy
determines distribution and partnership methods
Solution Strategy
defines how products/services will be positioned
Vertical Strategy
addresses industry-specific approaches
Slide 8: Marketing Support
Targeted Campaigns
Develop territory-specific marketing campaigns to reach target customers.
Sales Enablement
Provide sales team with effective collateral and resources.
Slide 9: Action Plan (Quarter)
1
30-Day Goals
List short term actions and goals
2
60-Day Goals
List actions and goals
3
90-Day Goals
List actions and goals
Slide 10: Key Performance Indicators (Lag Measures)
1
2
3
4
5
1
Sales Revenue
Measure overall sales performance and growth.
2
New Accounts
Track new customer acquisition and market penetration.
3
Average Deal Size
Assess the value of deals closed and customer lifetime value.
4
Sales Cycle Length
Optimize sales processes and improve efficiency.
5
Customer Retention Rate
Measure customer loyalty and satisfaction.
Slide 11: Key Performance Indicators (Lead Measures)
- Number of customer meetings/calls per week
- Number of proposals submitted
- Weekly prospecting activities (emails, cold calls, LinkedIn outreach)
- Number of Executive Roundtables
- Time spent on sales pipeline management and updates
- Number of follow-up touch points with existing opportunities
- Number of Targeted Client Workshops
- Number of Industry Targeted Events attended
Slide 12: Resource Allocation
1
2
3
1
Budget Allocation
Allocate budget effectively across different sales activities.
2
Sales Tools and Technologies
Invest in tools that improve sales efficiency and productivity.
3
Training and Development
Provide ongoing training and development opportunities for the sales team.
Slide 13: Risk Management
1
Potential Challenges
Identify potential risks and their potential impact on sales.
2
Mitigation Strategies
Develop strategies to mitigate identified risks.
3
Contingency Plans
Establish backup plans to address unexpected challenges.
Slide 14: Timeline and Milestones
- Key dates and deadlines
- Quarterly Business Review dates
- Annual Review
Slide 15: Conclusion
- Summary of key points
- Call to action
- Next steps
“You can't manage what you don't measure,”
-Peter Drucker
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