Strategic Value Selling (SVS) – Territory Management

A Different Perspective on Selling

“What are you doing today to dominate your territory in the next 18 months?”

• Domino Theory of Territory Planning

• What is a territory?

• Why Territory Planning?

• What are the elements of a territory plan?

Sun Tzu – the Art of War

“Careful planning will lead to victory. Poor planning will lead to defeat. The worst is to

have no planning at all.”

“A winning general creates the conditions of victory before beginning the war. A losing general begins the war without

knowing how to win it.”

Domino Theory of Selling

What is a territory?

• Geography

• Vertical Industry

• Set of prospects

• Any time there is a large number of prospects

Why do I need a Territory Plan?

• It is your business plan

– Give purpose to your sales efforts

– Define how you will achieve your quota goal

– Define how you will dominate your territory over time

• It Ensures Territory Coverage

– Ensure No opportunity is unknown

– Ensure the UGS name is well known in your territory

• It Increases probability of success

– Giving wider exposure to opportunities

– Gives a known plan to dominate (all dominos are known and in line)

Elements of a Territory Plan

• Create the following

– Territory Profile

– Territory Goals

– Territory Strategy or Planning Model

– Territory Tactics

• Identify your Resources

• Test - How could my plan fail (and competition win)?

Territory Profile – SVS Pre-Discover

• Territory Demographics

– Territory Definition

– List of all companies in defined territory• Company Basics – Industry, Revenue, installed systems

• Installed base– Names, profiles, 2006 forecast, risks

– Competition – names, profiles, opportunity

– Market share conclusions, market dominance conclusions

• Territory Statistics

– Revenue over time

– Win/Loss ratio

• Industries/leaders (head dominoes)

Territory Goals

• Achieve your revenue goals

– Which accounts are most likely to help you achieve your revenue goals?

• Build momentum for future success

– How can I begin to dominate my territory for future sales?

• Create Company Exposure

– How can I build positive recognition for my company in my territory so we are considered for all product sales?

Territory Planning Model

Target Account (above the deck)

Target Account (below the deck)

Company Territory Rep

Deck Level

Target Account (partner leveraged)

Defined Territory Company Reseller Partner Coverage Area

Non-Target Account (above the deck)

Non-Target (below the deck

Territory Strategy

• SVS Strategy Language– Direct – “I currently dominate my territory, how can I

maintain that dominance?”

– Indirect – “My competitor dominates my territory but I think I can over throw them.”

– Divisional – “Currently, I cannot determine how to dominate my territory but I can dominate a piece of it.”

– Containment – “I am in danger of a competitor throwing me out of my territory, how can I protect my installed base”

• Based on your territory profile, what is your best strategy to win?

Territory Tactics

• Use of entire Company Sales Team– Direct Sales– Reseller Partners

• Tactical Programs - Use of marketing programs for exposure beyond targets– Newsletter mail campaigns– Letter/Marketing Material Program– Call center– Inside sales

• Be aware of Territory account influences– OEM/Supplier relationships– Professional Memberships– Business relationships– Local University/Education relationships

Want to know more?

Consulting rates apply

Contact greg.nutkins@btinternet.com

5/16/2016 Produced by Sales Guerillas 13