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Business Territory and Planning for Sales
Given the constant barrage of sales tasks, it is hard to know where and how salespeople should prioritize their time to maximize revenue generation. Vantage’s Business Planning and Targeting course enables salespeople to efficiently leverage the data they have available on their territory, customers, and competitors to build a winning territory strategy to overcome obstacles, accelerate revenue growth, drive customer success, and exceed quota.
Mindset Shift Required
Salespeople often think any deal is good and any time spent adding business is time well-spent. A different, and more effective approach, is strategically planning how they spend their time – with specific accounts and opportunities – to move the overall business forward. Taking time up-front to understand the myriad data sources available and translating this data into meaningful action, we can enable salespeople to slow down to go fast.
Better Actions Enabled
- Use data to develop territory plans based on the individual customers that each rep works with.
- Understand each of the various data sources that reps have at their disposal, and how to use them in managing their time and energy strategically.
- Build skills in being able to both pull big picture insights from data, while also being able to skillfully use data to find answers to highly specific questions.
- Review data from multiple angles, while avoiding the threat of cognitive biases.
- Profile customers to enable efficient allocation of time and resources.
Results Achieved
Through key tools and frameworks such as the Ladder of Inference, account dashboard analysis and customer segmentation, participants will leave with a strategic plan for their territory and/or account.