a

Account-Territory Strategy Plan

Assessment, Understanding, Direction, Accountability

aAccount/Territory Assessment

a) Outline what you “SEE” With The Account/Territory – What is going on?

• Major initiatives, players, goals (corporate, functional), objectives, market risks, culture, etc.

• What is going on with the account or Territory, What is happening in the industry, what motivates the organization, the players, where does your company fit, how does the culture drive buying decisions, how is the market impacting the organization etc. What are they struggling with,

aOrganization Assessment

a) What do you “See” with your team?

– Who is on it, directly an indirectly (what/who makes up the pursuit team?)

– Do you have the right resources?

– What’s the teams ability to execute?

– Where are the strengths?

– What are the holes? (if any)• Organization (your company)• Locally (the direct team)

– A robust assessment of the team and it’s ability to be successful

aOpportunity

a) Where DO You Win?– What opportunities do you see?

• What market/industry/environmental/Client opportunities exist?

• Where do you need to be focusing your time based on return on effort?

• What are you going to chase and why?

– What opportunities provide the biggest ROSE, (Return on Sales Effort)

aGoals

a) What Are You Going To Do?– Based on your account and organization assessment, what

are your goals?– Make them SMART– Rarely more than 3

aObjectives

a) What Do You Have To Do To Make Your Goals?– Objectives are tactical and must LINK to the goals and the

Account/Organizational Assessment. • What needs to be accomplished in order to achieve the goals

(beginning of execution)

– Make them clear and concise, depending on goals and assessment, there could a substantial number

aApproach

a) How Are You Going to Do it?– Again, must link to Assessment, Goals, Objectives

• How are objectives and goals going to be achieved, what specifically is going to be done to be successful, what is the PLAN? How are things going to be done?

– Heavy emphasis on EXECUTION, this is the meat of the presentation. (what resources will be employed, What strategies will be used, where will efforts be concentrated?)

aRisks

a) What Can Screw Things Up?– What could undermine efforts?– What could prevent success from happening?– What is the impact if a risk were to materialize?– How is risk being mitigated?– Is the risk worth it?– This is where risk is assessed and INTEGRATED to the

plan? • Identifying risk is key to understanding probability of success

aContingency

a) If things change, or if the assessment is wrong, what approach or plan will be implemented to ensure goals are met?– What is the back-up plan?

aResources

a) What Do You Need? – Do you have everything you need to make your goals

• If not what is needed?

• What is the investment?

• What is the ROI?

• Is there ROI risk? (if any)

aConclusion

Summary of plan,(not mandatory)– OTHER,

• Anything the Sales Person wants to add

• Special requests

aWhat Happened QX?

a) Contrast Quarterly Goals– What I said I would do, What I did

b) Contrast Quarterly Objectives– What I said I would do, What I did

c) What worked, what didn’t. (the approach)

d) What forward (what is going to change, if anything?)

aQuarterly Plan Reviews

a) Breaks down yearly plan into 4 quarters, – Review’s are done quarterly– Link back to yearly plan– Includes assessment of previous quarter

• What worked,

• What didn’t

• What will be changed

• Moving forward

aQx Assessment

a) Quarterly Assessment– What is the Assessment of the Account currently, coming

Quarter? What is going on this quarter that will impact the ability to make the quarterly and yearly goals? (see Assessment yearly)

– Must LINK to yearly plan

aQX Team Assessmenta) How is the team positioned to be successful?

b) Are there missing pieces?

c) Has anything changed?

d) Do things still LINK well?

e) A robust assessment of the team and it’s ability to achieve the goals and objectives

aQX Goals

a) Quarterly Goals– Must LINK to yearly!– Must link to quarterly Assessment– See Goals yearly for direction

aQX Objectives

a) Quarterly Objectives– Must link to quarterly goals– Must link to yearly goals and assessment– See Objectives yearly for direction

aQX Approach

a) What needs to be done this quarter to make quarterly goals and objectives?– How are the goals and objectives going to be

accomplished?– Must LINK to quarterly and yearly goals and objectives– What is the quarterly effort, execution plan?

• See yearly approach for more direction

aQx Risks

a) What are the quarterly Risks associated with success? – Again, link to quarterly goals, objectives, approach.– See yearly Risks for more direction

aQx Contingencies

a) What is the quarterly back-up plan?– What will be done if things don’t go as planned?

• See yearly contingencies for direction

aQx Resources

a) What helped is needed to be successful this quarter (if any)– See yearly resources for more direction