sales territory plan presentation

Sales territory plan presentation: A comprehensive guide

Learn how to create a sales territory plan presentation that will help you achieve your sales goals.

Raja Bothra

Building presentations

Table of contents

Hey there, folks!

Today, I'm going to walk you through the ins and outs of creating a top-notch sales territory plan presentation.

This guide is your ticket to understanding what a sales territory plan presentation is, why it's so crucial, and how to structure it for maximum impact.

So, buckle up as we dive into the world of sales territories, strategy, and presentation.

What is a sales territory plan presentation?

Let's start with the basics, shall we? A sales territory plan presentation is the visual representation of your strategic approach to sales territories. It's a roadmap that outlines how your sales team will navigate different territories to achieve their goals. This presentation serves as a guide to help your team understand where to focus their efforts and how to allocate resources effectively.

Now, you might be wondering, why is this even necessary?

Why are sales territories presentations important?

Well, my friends, a well-crafted sales territory plan presentation is like a treasure map for your sales team. It's a vital tool for a number of reasons:

• Optimizing efficiency : By dividing your market into territories, you ensure that your sales team is targeting the right areas and the right customers, which leads to higher efficiency.
• Targeted approach : It allows you to customize your sales strategy for different regions, taking into account geographical variations and unique customer profiles.
• Better sales performance : A thought-out plan helps in setting clear goals, improving sales performance, and, ultimately, achieving higher sales numbers.
• Strategic allocation : You can allocate resources, assign quotas, and assess the performance of your sales representatives more effectively.
• Adaptability : In a constantly changing market, a solid sales territory plan presentation allows your team to adapt to shifts in the industry and the competitive landscape.

How to structure a sales territory plan presentation

Now, the million-dollar question is, how do you structure your sales territory plan presentation effectively? It's not as complicated as it sounds, and I'm here to simplify it for you.

1. Introduction: Start your presentation by introducing the purpose and significance of the sales territory plan. Clearly state the objectives, such as increasing revenue, expanding the customer base, or penetrating new markets. This section should also briefly touch on the current state of the market and your company's position within it.

2. Territory overview: Provide an overview of the sales territories, including their geographic boundaries, demographics, and potential market size. Use visual aids like maps or charts to make this information more digestible. It's important to establish a clear understanding of where your sales team will be operating.

3. SWOT analysis: Conduct a SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis for each territory. Identify the strengths and weaknesses of your products, services, and the sales team within each territory. Discuss opportunities for growth and potential threats that may hinder sales efforts.

4. Goals and objectives: Clearly define the specific goals and objectives for each territory. Ensure that they are SMART (Specific, Measurable, Achievable, Relevant, Time-bound). Emphasize how achieving these goals will contribute to the overall success of the company.

5. Sales strategy: Present the sales strategy you'll employ in each territory. This should cover the sales channels , customer segments, and value propositions. Discuss how your team will differentiate themselves and add value to potential clients.

6. Sales team allocation: Describe how you're allocating your sales team resources across the territories. This may include the number of salespeople, their roles, and responsibilities. Make it clear how each team member contributes to the overall sales strategy.

7. Sales tactics: Dive into the specific sales tactics and activities that your team will execute to achieve their objectives. This could involve prospecting, cold calling, relationship building, lead nurturing, and closing techniques. Provide examples and best practices to guide the team.

8. Sales metrics and KPIs: Explain the key performance indicators (KPIs) that you'll use to measure success. This can include metrics like sales revenue, conversion rates, customer acquisition cost, and customer lifetime value. Highlight how frequently these metrics will be tracked and reviewed.

9. Sales technology and tools: Discuss any sales technology, software, or tools that will aid your sales team in their efforts. Whether it's a CRM system, analytics software, or communication tools, ensure your team is well-equipped.

10. Timeline and milestones: Lay out a timeline for the execution of the plan, including key milestones and deadlines. This provides a clear roadmap for your sales team to follow and helps in tracking progress.

11. Budget and resources: Present the budget allocation for each territory and the resources required to achieve the set objectives. This should include personnel, marketing, and operational costs.

12. Conclusion and call to action: Conclude the presentation by summarizing the key points and emphasizing the importance of the plan. Encourage your sales team to take ownership of their territories and execute the plan with enthusiasm and determination.

By following this structured approach, your sales territory plan presentation will be informative, engaging, and actionable. It ensures that your sales team is well-prepared to tackle their respective territories with a clear strategy and a unified sense of purpose.

Do’s and Don'ts on a Sales Territory Plan Presentation

We've covered the basics, but let's dig a bit deeper into some do's and don'ts when creating your sales territory plan presentation.

• Assign territories with care : When assigning territories, make sure it's a good fit for the individual sales rep.
• Set measurable goals : Make sure your goals are measurable and align with your overall business objectives.
• Regular cadence : Maintain a cadence for reviewing and updating your plan to keep it relevant.
• Embrace technology : Use CRM software to streamline your sales efforts.
• Overcomplicate : Don’t make your presentation overly complex. Keep it clear and focused.
• Ignore data : Don't neglect your sales data; it's your treasure trove of insights.
• Lack of flexibility : Don't stick to a plan if it's not working. Be ready to adapt.
• Lose sight of your target audience : Always remember who your target audience is and tailor your approach accordingly.

Summarizing key takeaways

• Sales territory plan presentation is essential for efficient sales strategies.
• It optimizes efficiency, targets the right areas, and enhances performance.
• Structure : Introduction, Territory Overview, SWOT, Goals, Strategy, Team, Tactics, Metrics, Tech, Timeline, Budget.
• Do's : Careful territory assignments, measurable goals, regular reviews, and technology.
• Don'ts : Avoid complexity, neglecting data, lack of flexibility, and forgetting the target audience.

1. What is a sales territory plan template, and how can it improve productivity for sales teams?

A sales territory plan template is a structured framework that guides the creation of a sales territory management plan. It helps organizations prioritize their sales goals and pipeline management, ensuring that the right sales opportunities are focused on. By using a plan template, you can create a sales plan that allows for consistent sales growth and helps you set goals for your team.

2. How can a successful sales territory plan presentation help address external factors and industry fit?

A successful effective sales territory plan presentation takes into account not only existing sales data but also external factors and industry fit. By explaining why specific market segments are chosen within the company, the plan allows organizations to adapt to constant changes in territory division. This helps the sales team's organization by positioning them to better handle opportunities and threats stemming from shifts in the market.

3. Can sales territory management best practices contribute to better sales productivity and profitability?

Yes, Sales Territory Management Best Practices can significantly enhance sales productivity and profitability. By efficiently managing sales territories and segmenting customers into three groups, you can help determine the target profiles and even distribution of resources. This optimizes the utilization of the sales team's skills and talents while reducing inefficiency and improving the organization's profitability.

4. How can a sales territory plan presentation leverage existing customers to grow the business and target new opportunities?

A well-crafted Sales Territory Plan presentation incorporates existing customer data, purchase history, and buying patterns. By using this information to identify potential revenue gain and to create a plan based on specific regions and market segments, you can effectively target both existing customers and new business opportunities. This not only helps grow your business but also ensures your team can help prioritize and manage the sales pipeline effectively.

5. What role do account managers play in managing sales territories, and how can a scorecard be used to track sales success?

Account Managers are crucial in managing sales territories. They help you target the right sales opportunities and ensure that customers are ready to buy. Additionally, using tools like a scorecard, you can track sales success and measure the performance of your sales team. This information can lead to additional research to learn about the team's performance and guide the team's actions, such as due dates and constant changes in territory division, to improve sales productivity and profitability.

Create your sales territory plan presentation with prezent

Prezent, the communication success platform, offers valuable assistance in crafting your case sales territory plan presentation. By combining a range of features, it streamlines the process and ensures your presentation is both effective and on-brand.

• Personalized fingerprints : Prezent's AI tool allows you to create personalized presentations tailored to the preferences of your audience. This level of personalization is essential in making your sales territory plan more engaging and convincing.
• Brand-approved design : With over 35,000 slides in your company's brand-approved design, you can maintain a consistent and professional appearance throughout your presentation. This feature helps in building trust and credibility with your audience.
• Structured storytelling : Prezent helps you master structured storytelling, a crucial element in conveying your sales territory plan effectively. It offers 50+ storylines commonly used by business leaders, enabling you to present your case coherently.
• Real-time sharing and collaboration : Collaboration is made seamless with Prezent. You can collaborate with colleagues within and outside your company in real-time, ensuring that your sales territory plan is well-rounded and takes into account different perspectives.
• Cost efficiency : Prezent helps you reduce communication costs significantly. It allows you to replace expensive agencies with its software and services, saving resources while delivering a top-notch presentation.

Incorporating Prezent into your sales territory planning process ensures that your presentation is not only persuasive but also time-efficient, on-brand, and personalized for your target audience.

Get ready to supercharge your sales territory plan presentations. Try our free trial or book a demo today with Prezent!

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Sales - 8 min READ

How to create a sales territory plan: A step-by-step guide

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Copper Staff

Contributors from members of the Copper team

An effective sales territory management plan can make your team more productive, improve customer coverage, increase overall sales, and reduce costs.

On the other hand, unbalanced sales territory plans and constant changes in territory division can hurt productivity as well as working relationships between clients and account managers.

That’s why it’s so important to work on your sales territory management strategy, whether you’re just starting one, or updating an existing plan.

In this post, we'll go through how to create a sales territory plan step-by-step:

• Define your market, analyze, and segment existing customers.
• Conduct a SWOT analysis.
• Set goals and create targets.
• Develop strategies.
• Review and track your results.

What is a sales territory plan?

A sales territory plan is a strategic approach to targeting the right customers, setting goals for revenue, and achieving consistent sales growth over time.

Traditionally, sales territories were divided based on geographical location, but today, they often include various industries, customer types, and other segments.

Follow these steps to create a sales territory plan:

The best way to start a sales territory plan is to first look at your customers, leads and prospects.

1. Define your market, analyze, and segment existing customers.

You should split up your customers into segments based on various characteristics such as: industry, location, purchase history and whatever else is relevant to the organization.

Ask yourself, “Who are the top customers, prospects and leads?” Categorize your customers into three groups.

• The first group should be your best customers , or the ones who require little effort.
• This is followed by the second group of customers: the ones who require a bit more work , but only those you are confident have potential revenue gain that justifies the extra work required by sales reps.
• The third group should be customers who require a lot of work .

With these groups formed, you can decide how to best use your resources in sales territory management.

To discover what key trends are in your geography or market, look over the sales data that’s already been collected. Analyze the data to find which sales territories show signs of growth and then assign them to the sales reps who would be most successful based on their strengths (more on that below).

Pro-tip: Learn about the best territory mapping software out there.

You can also use existing sales data from previous years to better understand buying patterns, but you'll have to do some additional research to learn why they are purchasing (or not), when they purchase, what drives the sale to go through and what the conversion rates are.

From this, you’ll learn how and when to reach out to your customers based on when they're likely ready to buy again, and how to really drive that sale home.

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2. Conduct a SWOT analysis.

Next, you should identify your sales team’s internal strengths and weaknesses and external opportunities and threats with what is known as a SWOT analysis.

A SWOT analysis is a process that identifies internal and external factors that can affect the organization’s performance. When you have a better understanding of your strengths, weaknesses, opportunities and threats, you can develop a stronger sales territory plan.

Everyone brings different talent and skills to the job, so it’s important to have a good understanding of what your team has to offer to help them excel and reach your goals. What strengths will you build on? What is your team good at? Where do they excel?

Consider them as a team, but also think about sales reps' individual strengths. After all, strengths aren’t just confined to team members; they reflect the organization as a whole too.

Knowing everybody’s strengths will help you decide which sales reps to assign to which territory.

Potential strengths might include:

• A diverse customer base
• An established distribution base
• An excellent service team

Which weaknesses do you need to respond to? Think about weaknesses amongst your team, but also in the sales process.

• A very large geographic area
• A lack of time to develop understanding of the products, markets and selling process
• Not understanding your customers' real needs

Opportunities

Are there any opportunities in your marketplace you can take advantage of? This data can also be discovered using CRM software.

• Untapped markets
• Under-served territories
• Growing demand for product or service

Take a look at the biggest threats in each territory and consider what threats in your selling environment you'll defend against.

Some threats you may discover include:

• Competitors fighting for the same market share
• Changes in technology
• New industry and regulatory standards

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3. set goals and create targets..

In order to make a successful sales territory plan, you must create clear parameters and realistic goals for the team as well as individual sales reps’ territories.

To do this, consolidate the trends you’ve discovered above to come up with S.M.A.R.T (Specific, Measurable, Achievable, Relevant and Time-based) goals and realistic targets.

Here are some questions you may ask:

How many new opportunities do you need to meet quota?

Having sales quotas are a great way to motivate sales reps, but if you find you're not meeting those quotas, you have a problem. There could be weaknesses in the sales pipeline, or you may need to seek new opportunities. In order to set goals and benchmarks for the team, consider using the top-down approach .

Using the top-down approach to sales quotas (where you set a goal for the period and then assign sales quotas to support this goal), you can go over the data from previous periods to get an idea of what your team was able to accomplish in the past and what a realistic goal for the future is. This can help you decide how many new opportunities you'll need to pursue in order to meet that goal.

Where do most of your leads come from? Which geographical regions should you concentrate on?

There are a number of ways to review customizable data using CRM software to discover where your leads are coming from. This can help you target areas of interest.

Which products or services are most profitable? Who is purchasing them?

Again, CRM software can automatically capture sales data and put it to work.

Which opportunities should we focus on?

Copper’s detailed reporting gives you insights into which areas of your sales territory are generating the most leads and revenue. With this information, you can better allocate resources, set clear goals for your team, and make data-driven decisions about where to concentrate your efforts.

Managing sales territories also involves staying on top of multiple moving parts, but Copper CRM makes it much easier. With Copper, you can organize your sales process in a Pipelin e to ensure no leads fall through the cracks, especially for creative agencies that frequently handle project quotes.

For example, you can set up repeatable sales stages like Project Discovery → Scoping → Proposal → Negotiation, which help your team follow a structured process. This ensures that each proposal is tracked, follow-ups are handled, and nothing gets lost in the shuffle. Copper can also keep your team updated on the status of each project, so you always know which stage your leads are in and can adjust your focus as needed.

By building a repeatable process with Copper, you’ll ensure smoother project management and more successful sales territory management.

4. Develop strategies to accomplish your goals.

With clear customer segments and goals in place, it’s time to create strategies to succeed.

Using the information collected so far, you can now work out an even distribution of specific regions or markets among individual reps.

The SWOT analysis mentioned above gives you a better idea of how to best assign your team members’ skills and talents to a territory.

The customer segments will help you figure out how often different accounts should be contacted and how to contact them.

Consider the following questions when creating your strategy:

• How will you go through current accounts?
• How can you leverage current successes?
• How will you generate new leads?
• Where do you need to improve?
• What does your team need in order to reach their goals and targets?

In addition, consider your resources:

• What resources do your sales reps need in order to manage their accounts?
• Which sales reps have the skills or connections you need?
• Are there any external resources you can use to help?

When creating your action plan, don’t forget to look at what your high-leverage actions are, what resources are needed, due dates and key milestones.

5. Review and track your results.

The final step in managing sales territories is to continuously review and track your results. Regular monitoring ensures that your sales territory plan remains effective and allows you to make adjustments as needed.

Key metrics to track:

• Sales Growth: Are sales increasing or decreasing in specific territories?
• Sales Rep Performance: Are all sales reps meeting their quotas and managing their leads effectively?
• Territory Costs: Are there any territories that require more resources or adjustments in strategy?

Using CRM software can significantly enhance your ability to manage sales territories by providing real-time data and insights. With tools like Copper , you can automatically compile reports, monitor progress, and fine-tune your sales territory plan to maximize efficiency.

Use a CRM to help create a killer sales territory plan.

Many organizations use CRM software to better gather data without depleting resources. CRMs allow sales reps to access insights into your pipelines, revenue forecasts , sales goals and progress and much more.

The best part: all of this data can be automatically compiled into reports used to create your sales territory plan, freeing up more time for your sales team to focus on building long-lasting relationships within their territories.

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5 Steps to Create a Sales Territory Plan + Templates + Examples

• February 5, 2024

Are you ready to revolutionize your sales approach? 

This isn’t just another article; it’s your key to mastering sales territory planning. 

In the competitive world of sales, having a well-crafted territory plan isn’t just nice to have – it’s essential . 

This guide is packed with insights and strategies that could mean the difference between meeting your targets and exceeding them. 

We’re revealing the secrets to effective territory management , the kind that transforms good salespeople into great ones. 

By missing out on this, you’re leaving untapped potential on the table. 

Let’s dive in and discover how to enhance your sales game, outperform your competition, and achieve results you’ve only dreamed of.

What is a Sales Territory?

A sales territory refers to a specific geographical area or group of customers that a sales team or individual salesperson manages. 

Think of it as your playing field in the world of sales. In this territory, you’re in charge of all the selling activities, from initial contact to closing deals. It’s not just about where you sell, but also who you sell to .

Effective sales territory planning ensures that you’re targeting the right customers and making the most out of your area. It’s a blend of strategy and practicality, where designing sales territories becomes a key part of your success. 

Managing a sales territory means you’re at the helm, steering your sales strategy and making sure your territory sales plan is on track. It’s like being the captain of your own ship, navigating through the market’s waters. 

When done right, this approach leads to efficient territory management, helping you grow your business and achieve your sales objectives . Remember, every territory is unique, so tailoring your approach to fit its specific needs is crucial.

Step 1: Territory Analysis

Territory analysis is your first crucial step in formulating a sales territory plan. This involves a detailed exploration of your assigned area , much like a detective uncovering insights. Focus on understanding the demographics and market opportunities. 

Conduct a SWOT analysis tailored to your sales territory to pinpoint strengths, weaknesses, opportunities, and threats. This critical analysis lays the groundwork for your entire sales strategy, helping you identify key areas for potential growth and improvement. 

By thoroughly understanding your territory, you’re better equipped to plan and achieve your sales objectives effectively.

Best Practices in Analyzing Your Territory

When it comes to analyzing your sales territory, diving in with a clear plan is key. This is where the best practices in territory analysis come into play. These are your golden rules, guiding you to make the most out of your sales territory planning. It’s like having a roadmap in the complex world of sales territory management.

Here are the best practices to keep in mind:

• Understand Your Market : Get to know who's buying what in your area. It's all about grasping the customer demographics and behavior.
• Evaluate Your Competition : Keep an eye on who you're up against. Knowing your competitors helps you strategize better.
• Identify Opportunities for Growth : Look for untapped markets or potential areas for expansion within your territory.
• Use SWOT Analysis : Assess the Strengths, Weaknesses, Opportunities, and Threats in your territory. It's an invaluable tool for strategic planning.
• Leverage Data and Tools : Utilize data analytics and territory mapping tools. They're like your high-tech compass in navigating the sales landscape.
• Set Clear, Achievable Goals : Based on your analysis, set realistic and measurable targets.

Remember, analyzing your territory effectively sets the stage for a successful sales strategy. It’s all about being thorough, strategic, and proactive. The better you understand your territory, the better your chances of hitting those sales targets.

Step 2: Setting Up Your Sales Territories

This step in your sales journey is setting up your sales territories, a pivotal move in your territory planning strategy. It’s like laying the groundwork for a successful sales campaign. 

Here, you’re not just mapping areas; you’re strategically designing sales territories to maximize efficiency and reach.

Consider these steps:

• Define Territory Boundaries : Start by establishing clear boundaries for each territory. This helps in creating manageable and focused areas for your sales efforts.
• Analyze Customer Distribution : Look at where your customers are located to ensure your sales resources are targeting the right areas.
• Assess Market Potential : Evaluate the market potential in each territory. This involves understanding the demand and growth opportunities in each area.
• Balance Workload : Make sure each territory has a balanced workload. This is crucial for maintaining efficiency and preventing burnout.
• Align with Sales Goals : Each territory should support your overall sales objectives, contributing to the larger goals of your sales strategy.

This step is crucial for effective sales territory management. It’s about making sure every area has what it needs to succeed. Done right, it sets the stage for achieving your sales targets, ensuring each part of your sales territory is primed for success.

Step 3: Developing a Territory Business Plan and Sales Strategy

This step is where you dive into developing a territory business plan and crafting your sales strategy. This is where your planning takes shape, turning analysis and structure into actionable goals . It’s about plotting your course to sales success. 

You’ll start by setting clear, specific objectives for your sales territory. Think about what you want to achieve and how you’ll get there. Next, you’ll tailor your sales tactics to fit the unique needs of your territory. 

This isn’t a one-size-fits-all approach; it’s about customizing your strategy to maximize your territory’s potential . You’ll also need to think about resource allocation. This means deciding where to focus your time and efforts for the best results. And don’t forget about monitoring progress. 

Keeping track of your achievements and setbacks will help you adjust your strategy as needed. In essence, this step is your blueprint for territory success, guiding your actions and decisions towards your sales goals.

Step 4: Implementing and Managing Your Sales Territory

This step is about putting your sales territory plan into motion. This is the execution phase, where you activate your strategies . 

Begin by launching marketing campaigns and reaching out to customers. Your focus is on effectively deploying your sales team to the right places at the right times. As you manage your territory, stay responsive to customer needs and adapt to market changes quickly . 

This stage is critical for seeing your plan take effect and for setting the stage for reaching your sales targets. Successful implementation and management of your sales territory are key to driving growth and staying competitive.

Step 5: Measuring and Adjusting the Plan

The last step is all about measuring and adjusting your plan. Once you’ve set your sales territory strategy in motion, it’s crucial to keep track of how things are going . Think of this as the fine-tuning stage. 

You’re not just running with a plan; you’re constantly evaluating and tweaking it for better results. Start by monitoring key performance indicators (KPIs). These are your checkpoints to ensure you’re on the right path.

Key KPIs to track include:

• Sales Volume : Check if sales are meeting your targets.
• Customer Acquisition Rates : Measure how effectively you're gaining new customers.
• Customer Retention Rates : Track how well you're keeping existing customers.
• Revenue Growth : Monitor the growth in revenue from your territory.
• Market Share : See how your share in the market is evolving.

If the numbers aren’t adding up, it’s time to adjust your sails. This might mean reallocating resources, changing your sales approach, or even revising your targets. 

Remember, flexibility is key in sales territory management. It’s about responding swiftly to market changes and customer feedback. By measuring and adjusting, you ensure that your sales territory plan remains effective and aligned with your overall business goals.

Sales Territory Plan Templates and Examples

Creating a top-notch sales territory plan can be much easier when you have the right templates and examples at your disposal. Think of these as your cheat sheets to success.

For New Market Entries

When entering a new market, focus on detailed market analysis and initial customer engagement strategies. Your plan should help you understand the unique demographic traits, preferences, and economic conditions of the new area. 

Tailor your approach to align with these insights, identifying effective marketing channels and initial sales tactics. This stage is about establishing a strong foothold and making a positive first impression in an unfamiliar market.

Here’s a template:

For Growing Existing Markets

To expand in an existing market, emphasize customer retention and growth. Your strategy should include personalized marketing, loyalty programs, and exceptional customer service. 

Look for untapped segments within the market, considering product diversification or new sales channels. The goal is to solidify and expand your presence, building on existing customer relationships while attracting new clientele.

For Reviving Underperforming Territories

For underperforming territories, adopt a focused turnaround strategy. Conduct a thorough analysis to pinpoint the causes of poor performance. Reevaluate your market positioning, sales approach, and customer engagement tactics. 

The plan should guide you in implementing innovative strategies to revitalize your presence in these areas, aiming to boost sales and improve overall territory performance.

Advanced Strategies and Future Trends in Territory Planning

Staying ahead in territory planning means embracing advanced strategies and keeping an eye on future trends. It’s about being one step ahead in the game. As you refine your approach, consider these cutting-edge tactics:

• Data-Driven Decision Making : Leverage big data and analytics to gain deeper insights into customer behavior and market trends.
• AI and Machine Learning : Use AI tools to predict market changes and customer needs, enhancing your strategy's responsiveness.
• Customized Customer Experiences : Tailor your sales and marketing efforts to provide personalized experiences for each customer segment.
• Integration of Digital Platforms : Utilize digital tools for more efficient territory management and customer engagement.
• Sustainability Focus : Incorporate eco-friendly practices and products to align with growing environmental concerns.

These strategies not only keep you competitive but also position you as a forward-thinking leader in territory planning. Embracing these trends ensures that your sales territory plan stays relevant and effective in an ever-evolving market landscape. 

Remember, the future of territory planning is about being adaptable, innovative, and customer-centric.

Frequently Asked Questions About Sales Territory Plan

When it comes to crafting a stellar sales territory plan, you might have a few questions up your sleeve. Let’s tackle some common queries that we haven’t touched on yet.

How do you balance territories to ensure fairness among sales reps?

Balancing territories is key to keeping your sales team motivated and fair. Start by analyzing customer potential and the workload required in each territory . Use data to assess factors like the number of potential customers, average sales cycle length, and historical sales data. 

Then, aim to distribute these factors evenly among territories. This might mean dividing a large, high-potential area into smaller sections or combining smaller, lower-potential areas. Regular reviews and adjustments are essential to maintain balance as market conditions and team dynamics change.

What's the role of technology in sales territory planning?

Technology is a game-changer in sales territory planning. With advanced CRM systems , you can track customer interactions, sales patterns, and market trends with precision. 

Geographic Information Systems (GIS) and mapping software help in visualizing territories and optimizing routes for sales reps. AI and machine learning can forecast sales trends and identify untapped market opportunities. 

Embracing these technologies leads to more informed decisions, greater efficiency, and enhanced sales performance.

Can a sales territory plan be too detailed?

While detail is crucial in a sales territory plan, there’s a fine line between thorough and overly complicated. A plan that’s too detailed can become rigid and difficult to adapt to market changes. 

The key is to strike a balance – provide enough detail to guide your sales team but leave room for flexibility. Include clear objectives, strategies, and KPIs, but be open to adjustments based on real-time market feedback and sales performance. 

A flexible, adaptable plan is often more effective than one that’s meticulously detailed.

Key Takeaways in Mastering Sales Territory Plan

Let’s quickly recap our journey in creating a successful sales territory plan. It all starts with thorough territory analysis – getting to know your area inside out . 

Then, you move on to setting up your territories, carefully mapping each area to ensure success. The next phase involves developing a strategic business plan, which is your roadmap for achieving sales targets .

The real action begins with implementing and managing your plan, ensuring every strategy is effectively put into practice . Equally important is measuring and adjusting your plan to keep up with market changes and performance.

We also touched on the importance of using specific templates and examples for different scenarios, like new market entries or reviving lagging territories. Advanced strategies like leveraging technology and data are crucial for staying ahead.

Lastly, we tackled some common questions, emphasizing the need for balance , the role of technology, and avoiding overly detailed plans.

In short, a great sales territory plan is all about strategic planning, effective execution, and ongoing adaptation. Keep these points in mind, and you’ll be on track to hitting those sales targets.

Edgar Abong

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Last Updated on February 5, 2024 by Edgar Abong

30 60 90 Day Sales Territory Plan PowerPoint Template

Personalize our 30 60 90 Day Sales Territory Plan PowerPoint Template to showcase your marketing plans for boosting sales and profits. A 30 60 90 day sales territory plan is a sequence of actions where a company converts a geographical region into a profitable operation. This involves identifying the target audience and competitors in that market, the market’s demand, and the customer intentions. In the first phase, the organizations begin with the tactical plan for increasing sales. Then, in the next phase, sales associates and marketers find leads, connect with their customers, implement the strategies, and receive feedback for improvements. In the last 30 days, the company has reviewed the results, measured KPIs, and optimized the systems to convert the area into a consistent profit source for the business. We have crafted this template with a minimal design and editable PowerPoint features.

The professional color scheme of the template attracts the listeners’ attention and engages them with the presentation. Professionals, sales associates, marketers, and business development executives can leverage this template. They can use it to showcase the attributes of 30 60 90 day sales territory plans in their business sessions. The 30 60 90 Day Sales Territory Plan PowerPoint Template has two slides to present the complete attributes of this sales territory plan. In the first slide, there are three vertically placed rectangles. Each rectangle is specific for 30 days and enlists the actions that need to be taken during that time. The three 30-day phases of this action plan are:

• Understand the Target Market & Competitors
• Implement the Strategies & Continue Building the Pipeline
• Optimize the Business processes and Manage Reports 

The second slide shows a Gantt chart showing the activities for each 30 days in the sales territory plan. Presenters can use the pointers to pinpoint the tasks in each phase. Moreover, they can demonstrate the titles of the business actions in the left placeholder text boxes. Also, the users can change the PPT components of the template to fit their needs. Download our unique 30-60 90-day sales territory plan template for Google Slides and try it now! Also, check our collection of marketing PowerPoint templates and 30 60 90 day plan templates .

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Sales Territory Plan Project Proposal

It seems that you like this template, sales territory plan project proposal presentation, free google slides theme, powerpoint template, and canva presentation template.

A sales territory plan is used to target current and potential customers effectively, with the goal of closing more deals and generating more business. If you're looking to develop a project proposal that revolves around this topic, we have the perfect template for you. Take a look at its elegant and minimalist style, with gradients in orange tones that add dynamism. Download it and edit the resources with your information.

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• 100% editable and easy to modify
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Sales territory planning: The five minute territory plan and template

What is a sales territory plan?

The number one issue for sales leaders today is – pipeline, pipeline, pipeline. How’s your pipeline looking? What’s your pipeline coverage gap look like? Well, we got you covered.

We have proven ways to quickly build self-sourced pipeline and progress pipeline faster too. It all starts with planning – territory planning. Sales territory planning is a proven way to empower sales teams to prioritize accounts and activities to generate more pipeline and close more deals – faster.

A sales territory plan is a strategic document that outlines how a sales team will approach and manage sales activities within a specific geographic area or market segment. The primary goal of a sales territory plan is to optimize the allocation of resources, increase sales effectiveness, and achieve revenue targets within the assigned territory. A territory plan serves as a roadmap for a salesperson and sales team, guiding their efforts and helping them stay focused on achieving success within their assigned territory.

Territory planning offers several benefits to organizations, sales teams and salespeople. Here are some of the advantages.

• Clear sales objectives
• I ncrease sales and revenue
• Increase sales efficiency
• Develop more self-sourced pipeline
• Optimize resource allocation
• Improved focus and activity prioritization
• Better customer relationships
• Deeper understanding of customer and market needs
• Improved customer retention and growth
• Enhanced team collaboration

The five minute sales territory plan

We believe there’s nothing better than old school, back to basics, sales territory analysis, planning and prospecting. Here’s a short talk outlining how to get your team embracing territory planning as a path to create self-sourced demand. Imagine what would happen to your business and pipeline if every seller documented their own territory plan and then video recorded a short and thoughtful five minute version of it?

We call this the “Five Minute Territory Plan.”

Reps love the 5 minute territory plan:

“I found recording my sales territory plans to be such an illuminating experience. It helped me identify gaps in my strategy, evaluate what I was saying and why I was saying it. The AI was real time and the feedback was spot on. I feel I’m better for it and looking forward to doing more”. – Ben

Turn territory planning into an i nteractive experience for your sales teams by making everyone part of the process and accountable for results. I believe our quota carrying, revenue generating sales executives need to own self-sourcing pipeline. Territory planning is the way to reinvigorate it. Here are the secrets to making “territory planning and prospecting” a revenue generating peer activity appreciated versus criticized.

• Have vision and leadership to make it part of your sales culture
• Make territory plans relevant, short, and accessible to share best practices
• Do sales territory planning quarterly or even monthly

Vision and leadership make it happen

Companies that embrace the idea of video recording territory planning with Sales Enablement Platform on a regular basis, with peer reviews, are seeing tremendous increases in self-sourced pipeline and improvements in new hire time to ramp. Think about it. Imagine if every new hire had access to stack-ranked video recordings of territory plans grouped by tenure. What would happen to your team’s time to first deal and time to ramp metrics? The power and value of crowdsourcing is incredible. We all know that some of us are great at planning and others aren’t so great. Making territory planning a team sport is a chance to get everyone to learn how to plan like those who do it best. It takes vision to turn crowdsourcing territory plans into culture. It takes work to align teams on expectations. It takes discipline to make it stick.

Make the plan relevant, short, and accessible

Here are the basics of a sales territory plan proven to create pipeline and generate revenue fast. Start by sharing a territory planning template that’s relevant and short. Click here to download our template. Turn the territory plan into a collaborative business review.

Have your team document the facts of the territory and goals.

Then, move into top prioritizing accounts to prospect. Prioritize top accounts and explain why they are chosen (relationships, industry fit, target profile). For each, in one sentence, be clear and focused on the outreach strategy.

If some of the accounts are ready, have your teams create an opportunity plan and make sure opportunity plans are thorough. It doesn’t take much to know if there is a plan in place.

• What’s the compelling event?
• What’s the strategy to engage with a champion and economic buyer?
• What’s the mutual success plan?

We’re not doing deep detailed reviews. You can also follow a MEDDICC/MEDDPICC deal review format too.

Close out the plan with strategies to build pipeline. Don’t forget that we’re living in a 3X or even 5X pipeline-ratio world. Putting “pen to paper” on these territory statistics makes it super clear what needs to get done, to earn a spot on the beach celebrating club.

That’s the flow of the five slide and “Five Minute Territory Plan” template. Download the template now .

The benefits AI and sales territory plans

Artificial Intelligence (AI) can significantly enhance the effectiveness of sales territory planning by providing advanced analytics, automation, insights and coaching. Here are several ways in which AI can assist in sales territory planning:

Data Analysis and Insights: AI can analyze vast amounts of data, including customer demographics, purchasing behavior, and market trends, to provide valuable insights into each territory’s potential.

Customer Segmentation: AI algorithms can perform advanced customer segmentation based on various factors, enabling sales teams to target specific customer groups with tailored approaches.

Automation of Routine Tasks: AI can automate routine and repetitive tasks, such as data entry, report generation, and administrative activities. This allows sales teams to focus more on strategic planning and customer engagement. SalesHood’s AI Call Recaps and AI Coach are great examples.

Content recommendations: AI-driven personalization can enhance sales effectiveness within each territory by tailoring campaigns to the specific preferences and needs of local customers.Recommendation engines can suggest personalized offers and content, increasing the relevance of marketing materials.

Coaching: AI-powered collaboration platforms facilitate communication and knowledge-sharing among sales team members working in different territories.

A great use of AI is to provide coaching feedback to salespeople in real-time on their sales territory plans. The power of AI with territory planning is that you will make your review process more effective and efficient. It’s a game-changer for sales leaders, sales managers and sellers. Here are the benefits of using AI to inspect, review and coach territory plans:

• Reps and team show up ready for team reviews
• 10X review volume and quality
• Coaching in the moment

Here’s a video explaining the benefits of using AI to coach sellers and provide feedback – especially relevant for account and territory reviews.

Overcome territory planning objections and barriers

For many, sales territory planning is not perceived as a revenue generating and pipeline building activity. It’s our job as managers and coaches to guide our teams to breakthrough these barriers. Here are some questions to pose during a team meeting, kickoff event or one-on-one.

• What limiting beliefs are holding us back?
• What do we have to do to achieve greatness?
• How do we need to grow personally and professionally?
• How should we think differently?
• What behaviors need to develop, change, and evolve?

Sales territory planning cadence

Given the sales territory plan template is short, forward thinking leaders are building monthly and quarterly territory planning cadence. The short plans get sellers to focus on strategy and execution versus too much time filling out slides that aren’t relevant. We want to see more sellers take the time to be thoughtful about their plan and business. What we love most about this process is getting everyone to limit their territory planning to five minutes. Less is more. Less slides and less words is hard to accomplish.. We’ve learned when territory planning video recordings are five minutes or less (and accessible), sellers will invest the time to watch up to fifteen peer territory plans. We have also witnessed that with AI sellers are taking time to get feedback multiple times on their plans before submitting for approval by their managers.

The process and benefits apply to account planning too. If you want to learn more about Account Planning, here’s another blog you can read . You can scale Territory Planning and Account Planning with our AI Coach .

We have proven ways to quickly build self-sourced pipeline and progress pipeline faster too. Sharing hyper-personalized sites to educate and elevate prospecting outreach is working wonders for many of our customers.

✅ 60% pipeline conversion ✅ Win-rates are up 2X ✅ Deal velocity up 15% ✅ Deal size up 400%

Who doesn’t want these results? Click here to learn more and start a free trial.

How does SalesHood help with territory planning?

SalesHood is an AI-powered revenue execution platform designed to support various aspects of sales effectiveness, including training, coaching, and collaboration. SalesHood plays a role in facilitating certain aspects of the sales territory planning process including planning, prospecting and personalization. Here’s how SalesHood can contribute:

Training and onboarding: SalesHood provides a platform for creating and delivering training content. For sales teams involved in territory planning, this can be valuable for onboarding new team members or ensuring that existing team members are up-to-date on the latest strategies and approaches related to territory management.

Content creation and best practice sharing: SalesHood allows organizations to create and share content related to sales strategies, market insights, and best practices. This can be useful in the context of territory planning by providing a centralized repository for information that can be accessed by sales teams as they plan and execute strategies within their assigned territories.

Collaboration and communication: The collaboration features of SalesHood facilitate communication and knowledge-sharing among sales team members. This can be beneficial for coordinating activities within and across territories, allowing teams to share insights, success stories, and challenges.

Coaching and feedback: SalesHood supports coaching and feedback mechanisms, enabling managers and peers to provide guidance to sales representatives. This can be particularly useful in the context of territory planning, where feedback can help refine strategies and improve performance.

Hyper-personalized prospecting with Client Sites: Guide sellers what to do, what to share and what to say with hyper-personalized prospecting. There’s so much noise out there. Rise above the crowd with a differentiated and personalized approach to prospecting. We have proven ways to quickly build self-sourced pipeline and progress pipeline faster too. Sharing hyper-personalized sites to educate and elevate prospecting outreach is working wonders for many of our customers. Salesforce says that only 29% of sellers use videos to prospect. SalesLoft reports that using video to prospect can lead to a 26% higher response rate compared to simple email text.

SalesHood complements the sales territory planning process by providing a platform for ongoing learning, collaboration, and prospecting. Integrating SalesHood with other tools and processes tailored to territory planning can create a more comprehensive and effective approach to sales management and pipeline development.

Prospecting and pipeline-building resources

Experience SalesHood now.

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