The sales world is full of buzzwords. Among them are “reactive selling” and “proactive selling.”
In helping companies revamp their sales processes, we find that proactive selling—the method of generating and qualifying opportunities to develop a healthy funnel—often separates the best sales professionals from the merely good ones.
Effective territory plan
And one of the most critical aspects of proactive selling is creating an effective territory plan: a document that analyzes the opportunities in a specific region, vertical, or market, and creating a prioritized list of targets and strategies to ensure you have a plan to exceed your quota.
In other words, a solid, well-developed territory plan might be the difference between hitting or missing your number this year.
Territory Planning Checklist
But the process of territory planning is often either misunderstood or poorly executed. That’s why we created this free territory planning checklist, part of a process that’s helped companies such as ARRIS, Broadview Networks, Henry Schein, HP, McKesson, and Motorola achieve—and even surpass—their sales goals.
The second quarter is now behind us. Have you developed your plan for the second half of the year? Download our checklist, and avoid the primary sales-goals-stifling mistakes companies make regarding territory planning.