Sep 26, 2017
This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows.
In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what’s to come.
Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.
Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community.
Subscribe to the Catalyst Sale Podcast
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.