Manage sales pipeline for Planning

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eli cohen the ceo and co-founder of saleshoot let's jump in and talk about territory planning now this isn't kind of the old way of doing territory planning where your boss gives you you know a whole bunch of powerpoint decks and excel spreadsheets to fill out and it's some crazy long presentation that no one ever watches and it's only done once a year what we're talking about here is completely revolutionized in the way we do territory planning i believe territory planning should be done in short bite-sized sharks this is proven you know all the leading companies today are revamping the way they're doing territory planning rather than having it being an annual event they're doing things quarterly and even monthly i call it the five-minute territory plan yes you can effectively communicate what you need to do to grow your business to generate pipeline to close business faster in five minutes or less hey it's your business and you should know it now that doesn't mean you're not gonna do a lot of work getting ready to tell your plan in five minutes but it means you can do it what we've done is created a short presentation that you can use as a guide now you'll ultimately customize it to your business but the flow works like this we want you to be a master of your numbers we want you to know exactly what you need to do to not just hit your goals but to exceed your goals to sit on the beach and drink in that proverbial pina colada you're going to get there if you subscribe to the notion of staying on top of your business and on top of your numbers so we want you to use this kick off your plan by writing down yes pen to paper writing down you know how are you doing what's your quota what's your goal how much pipeline do you have how much pipeline do you need to have now the reason why you do this is a lot of times you know we sometimes think that we've got more pipeline than we actually have or need and general rule of thumb you want to be in the range of 3x to 5x pipeline versus your quota so if you've got to generate a million dollars in quota this year if you're going to generate a million dollars in closed business you want to have at least three million dollars in pipeline that you are working towards closing so get your numbers down fill out the numbers and know your numbers you know them but like write them down and then list two to three goals you know one goal might be to double your quota another goal might be well you know your goals we want you to think about some professional goals and even some personal ones here so you've got this one slide overview of everything you need to know about your business then what we want you to do is focus focus on your top accounts now whether it's five or ten look at the slide and for each one of the accounts we want you to start focusing in on why they're showing up as your top accounts maybe there's an industry fit maybe you've got an amazing connect to dot strategy where you know someone one of the c levels the ceo the cmo the cio maybe someone on the board maybe you've got an end through sales you really want to focus in on the why you're going after these accounts whether it's industry fit customer fit relationships and start talking about these accounts as the account you're going to go after these are the accounts that are going to really get you above and beyond your number then we want you to do is to focus in on your top opportunities in front of you right now so fill out the opportunity map for each one of the deals that you have we want you to go deep and fill out an opportunity plan so these are all leveraging best practices that we've seen over the years so the flow works like this you've got your business summary of your quota your pipeline your pipeline coverage your top goals we've got your top accounts answering the why and then we have your opportunity map and then an opportunity plan now if you've got five opportunities you can fill out an opportunity plan for each one finally what we want you to do is to talk about your pipeline strategy so how are you going to penetrate these accounts how are you going to reach all these executives and tell your story understand their business and share with them the value of what you're going to deliver to them you're only going to do it by reaching out to them what's your multi-touch outreach strategy for your accounts for your territory for your business so that's it that's the five minute plan now i believe doing this once a month once a quarter is great it's a great exercise to do for your business for yourself and a great way for you and your manager and your team to share best practices