territory management: kick start your year

Territory Management:Kick Start Your Year

C O M P L I M E N T A R Y W E B I N A R

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.

21 January 2016 | Julie Thomas

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.

DoingInvest

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 your 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 Quota

Average Transaction Size

Total Number of Transactions Required

Average Win Ratio

Total Number of Qualified Prospects Required

Pipeline Ratio

Total ProspectingYear- Month- Week

Goal Setting

10

Quota $2,000,000

Average Transaction Size

$125,000

Total Number of Transactions Required

$2m/$125K = 16

Average Win Ratio1 out of 3

Total Number of Qualified Prospects Required

3 x 16 = 48

Pipeline Ratio 1 out of 7

Total ProspectingYear- Month- Week

7 x 48 = 336/yr28/month, 7/week, 2/day

The Funnel Concept

The Universe

Suspects

Prospects

Customers

Suspects

Prospects

Customers

QualifiedProspect

13Your Universe

The installed base:Are they happy?

Can we grow them?

What new opportunities can be created?

ProspectsTarget 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 PastPerformance

Health Geography Size Account

The Campaign

It is about THEM,

not YOU

Real issues,real value

Overwhelm the prospect with:

Anxiety InfluenceMotivation

Warming Up the Cold Call

Previous customers and internal data

Introductions from your

network to theirs

Introductions are better than names:Make it personal

SummarySet 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

What image comes to mind?

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