Sales prospecting plan for management

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I ask sales leaders and salespeople all the time, how they're gonna hit their goal. Great. They've got a goal of a million dollars or 2 million or whatnot. And I ask 'em how they're gonna hit it. And I get a lot of blank stares. I get things like I'm gonna work hard or I'm gonna get X amount from this account. And Y amount from that account and Z amount. And I go, great. That's awesome. How are you gonna do that? I got nothing. I get crickets back. My name's Gary, Braun. I am with Pivotal Advisors and I want to talk to you today about planning and specifically, I want to talk to you about territory plans. Now that doesn't apply to everybody, but if you have a geographic territory, you got a industry territory, you got some type of setup like where you're responsible for some patch of business. This is for you today. So this is not a strength of most salespeople. They're really good at being out there, talking to customers, getting business in planning is not a strength. We've dealt with hundreds and hundreds of salespeople. This is not one that they, they thrive in. So why do I need a plan? Why do I need a territory plan? Well, one it's the most efficient use of your time. How do I plan out my time? So I'm not running all over the place. I've been to people who have like a five-state area and they go from Minnesota to Wisconsin, to Nebraska, back to North Dakota, back to Minneapolis. You're wasting so much time in cars or on planes or whatever. That's just not an efficient use of your time. You wanna make sure you're in front of clients and prospects as much as you possibly can. And you're spending time in the places that are gonna give you the biggest bang for your buck, the biggest ROI. That's why we need to plan. So how do we go about building this thing? One, start with your goal. Okay. Let's look at our goal. What do we need to hit? Then let's go to, how much do we know is coming from current accounts? That's a spreadsheet I was talking about. I'm gonna get X from this one and Y from this one, but then I wanna look at your market and say, where are the areas that I just need to maintain? I know I'm not gonna get a lot more out of 'em, but I need to maintain those. And what are the specific tasks I need to do to make sure that that money comes in, where in my territory are the biggest areas for growth. Do I need to go find new clients there or resellers or dealers or whatever you happen to be for your particular industry? How do I maximize those? What are the specific things I need to do? If I have a big account base, where are the accounts that have the biggest area to grow? Can I get more wallet share out of them? And how do I prioritize my time around those big opportunities? If I'm dealing with resellers or partners or whatnot, are there some I need to replace, let's evaluate them and say, you know what? They're just not producing. Maybe it's even a networking partner or whatnot. Who do I need to replace? And is there any, what I'll call white space? Is there any areas in my territory where I don't have any traction that I need to spend some time? So now I've got these four buckets of areas that I could look at and go, where do I get the biggest ROI? And what are the specific things I need to do to execute on that? And then I wanna break it into chunks. What can I get done for the next 30 days or 60 days or 90 days? And I put it into a plan and I go after it, but make sure that I'm really specific on the things I need to do. It's not go get more new accounts. It's go find four prospects in Omaha, Nebraska. And here's what I'm gonna do to go get that. That's when we start making some progress, cause I have something I can execute on. So feel like you need help in this planning department, setting up your territory plan. We would love to talk to you. We help people with this all the time go to our website at PivotalAdvisors.com. If you like videos like this click, like subscribe to it and follow us on all the different social media channels and at a minimum, we'd love to talk to you about what you're doing today and how we might be able to help you get better.