In working with a client and their new salespeople, one of the exercises we did was to create a 90–day territory plan.
Here are some of the ideas we came up with. These are not necessarily in priority order:
1. Size of Accounts – break down accounts by size
2. Type of Account – is there any type of account that is better for you than others. For example, if you sell to geography, can you verticalize it since certain verticals are better suited for you?
3. Partners – who are your best corporate partners and who do you need to meet with. If you don't have enough partners or the ones you have aren’t enough, start developing your own partners
4. Density by Territory – it is always better to sell to accounts that are near where you live or are in a tight density so you can see them or cover them more effectively
5. Current Customers – who are your current customers that you can call or visit to introduce yourself, see if they have other requirements and ask for references?
6. Plan of Attack – what will be your combination of phone calls, emails, webinars, drop by’s? How will you use marketing to reach out to all and to the most important accounts? Are there strategic accounts that if you win will influence others?
7. Who Do I Know – this might be the first thing you do since they might be able to give you references or might be able to buy something themselves
8. Databases – see what databases your company is using and if you need to supplement these. If you don't have the money or the company doesn't use a database, find alternative sources like Google Alerts, Momentum or other services.
9. Join LinkedIn Groups – find the groups on LinkedIn where your prospects gravitate. For example, if you sell web hosting there are many groups who are using hosting.
10. Join Associations and Groups That Have Contacts - there are many associations that have local chapters that allow vendors to present their offering
11. Have a Mentor – you need to have a mentor that will guide you answer your questions. Find one if you are not offered one. You can also do a lot of strategizing and role playing with them.
12. Create Internal Teams To Converse With – find the right people from sales, services, support and others that you can meet with or speak with when you need help.
13. Create Measurements – how many meetings do you need to have, how many demos, how many proposals, etc to insure you are moving in the right direction?
Let me know if you have any questions or suggestions.