territory management: kickstart your year

© 2014 ValueSelling Associates, Inc. All rights reserved.

This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey

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Territory Management:

Kick-start your year

Julie Thomas

President and CEO

ValueSelling Associates, Inc.

January 9, 2014


This document contains proprietary information of

ValueSelling Associates. Its receipt or possession

does not convey any rights to reproduce or disclose its

contents or to manufacture, use, or sell anything it may

describe. Reproduction, disclosure, or use without

specific written authorization of ValueSelling

Associates is strictly forbidden.


Doing

Invest

It


Invest in doing it right.


Territory Management

Territory Management

Preparing

Prospecting

Researching

Qualifying

Discovery

Proposing/Presenting


What we’ll learn today

Review the basics of Territory

Management

to start the quarter off on the right foot

How to work smarter, not harder

Preparing: Planning and prioritizing your

time

Prospecting: Getting in the door


Geographical

Named or

Key Accounts

Global Accounts

Channel Partners

What type of territory do you have?


Preparing

Goal-setting

• What are you trying to

accomplish?

• Break down to consumable

and manageable units

Your ideal customer and prospect:

• Size: A, B, C

• Economic Health

• Past Performance

• Competitive Installations

• Geography

• Business Issue/Problem Profile


Goal Setting

9

Quota

Average Transaction

Size

Total Number of

Transactions Required

Average Win Ratio

Total Number of

Qualified Prospects

Required

Pipeline Ratio

Total Prospecting

Year- Month- Week


Goal Setting

10

Quota $2,000,000

Average Transaction

Size

$125,000

Total Number of

Transactions Required

$2m/$125K = 16

Average Win Ratio 1 out of 3

Total Number of

Qualified Prospects

Required

3 x 16 = 48

Pipeline Ratio 1 out of 7

Total Prospecting

Year- Month- Week

7 x 48 = 336/yr

28/month, 7/week, 2/day


The Funnel concept

The Universe

Suspects

Prospects

Customers

Suspects

Prospects

Customers


13

Your universe

The installed base:

Are they happy?

Can we grow them?

What new opportunities

can be created?

Prospects

Target markets

Industry

Situations

Qualities

Circumstance

Size


What causes

people to

line up?

Buying frenzy

Develop

profiles?

Leverage the

success of one

sale to motivate

others?


Buying frenzy

Identify and profile prospects with similar “situations”

– Business Issues

– Problems

Use reference stories that match the profile

Leverage the success of one sale to motivate others

and gain attention


Build the list

Leverage knowledge of partners, where possible

Where do you find the information?

– Local media

– Industry associations

– Internal data

– External data

– Social networking

– Referrals


Prioritize

Competition Past

Performance

Health Geography Size Account


The campaign

It is about

THEM, not YOU

Real issues,

real value

Overwhelm the

prospect with:

Anxiety

Influence

Motivation


Warming up the cold call

Previous

customers and

internal data

Introductions

from your

network to theirs

Introductions are

better than names:

Make it personal


Summary

Set goals based upon territory and

personal goals

Align your time to meet your goals

Create ideal customer profiles and

prioritize

Launch campaigns to gain access

Adjust and revise activities and goals

based on current success and reality


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Thank you

Julie Thomas

[email protected]

+1 858 759 7954

mailto:[email protected]