Sales Growth – Workshop 2 (Territory Sales Planning)

The Appleton Greene Corporate Training Program (CTP) for Sales Growth is provided by Mr. Longstaffe Certified Learning Provider (CLP). Program Specifications: Monthly cost USD$2,500.00; Monthly Workshops 6 hours; Monthly Support 4 hours; Program Duration 12 months; Program orders subject to ongoing availability.

If you would like to view the Client Information Hub (CIH) for this program, please Click Here

Learning Provider Profile

Mr Longstaffe has over 30 years of global experience in Sales, Consulting, and Training. His extensive background is instrumental in enabling him to design and deliver well proven and effective sales training solutions which improve the performance of professional salespeople. His training programs provide an extremely relevant learning experience equipping participants with meaningful and applicable skills that result in their adoption, action and successful results.

Mr Longstaffe is the CEO of a company he founded in 1998. It is a sales consulting firm and training solutions provider. Mr Longstaffe specializes in developing highly effective, practical tools and processes to improve professional selling skills in B2B sales teams. In the Sales Growth Program he has built an entire portfolio of training modules, drawing on his expertise in Consultative Selling, Account Management, Channel Management, Competitive Selling, Negotiations and Tactical Selling Skills.

Mr Longstaffe has worked for large corporations and high-growth start-ups. He has led sales teams, built channel organizations and created highly effective training curricula. Mr Longstaffe also worked with Sir Winston Churchill’s grand-daughter to develop a unique training program based on the leadership principles of Sir Winston Churchill.

Mr Longstaffe has worked with clients across the globe from a wide range of industries including Information Technology, Telecoms, Aerospace, Financial Services and Healthcare. He has extensive experience in international sales, having worked in San Francisco, London and Australia.

Prior to establishing his training business, Mr Longstaffe worked at ODI as Managing Director of their UK operation. ODI was a leading consulting firm in organizational development, corporate alignment, strategy deployment, leadership, quality and customer care programs. There he led the turnaround of the UK operation, re-branding the company and launching their new software-based Alignment Diagnostic tool.

Prior to joining ODI, Mr Longstaffe was a Director of Esprit Consulting Ltd, a sales training company, based in London. He was critical in the expansion of international business and, as Director of Business Development, forged a Strategic Partnership with KPMG. He succeeded in winning significant seven figure training projects with many global IT companies, and he opened new offices in San Francisco. On his return to the UK, he managed the global operations of Esprit with responsibility for the network of Channel Partners both in the UK and Overseas.

Mr Longstaffe began his career in Sales and Management with Jardine Matheson & Co in Hong Kong. Following his graduate training program, he took his first sales role as a new business sales executive in the air cargo subsidiary, Jardine Cargo International. He won the prestigious ‘Freight Forwarder of the Year’ award in his first year in the industry and immediately became the top performing sales executive in the company, a position he maintained until being promoted to Branch Manager. He built the most profitable branch office in the UK and was appointed Regional Sales Manager on the West Coast USA.

Mr Longstaffe has an MA (Hons) and BA (Hons) from Emmanuel College, Cambridge University, UK.

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MOST Analysis

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Mission Statement

The mission for the Territory Sales Planning workshop is to help you develop a clear and well-reasoned strategy for how you can extract the maximum value from your sales territory to maximize revenue for your company, your team and for yourself. Your mission is to apply the new process and skills to build a realistic and workable plan which will see you increasing your success in your territory.

During the workshop, you will learn new techniques and be introduced to new process and analysis tools which are designed to help you achieve this goal. In this workshop we will focus on the creation of a Territory Sales Plan (TSP) which will also form a section of your Sales Growth Playbook from Workshop 1. (As we said, you will be adding to this playbook throughout the program so that by the end of the program you have a detailed roadmap to follow and a handbook to help you grow).

In simple terms, our mission here is to help you expand your presence in your territory so that you can grow more revenue, more profitably.

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Objectives

In this second workshop, you will need to achieve the following objectives for each of the 12 modules. The specific objective for each module are as follows: By the end of each of the modules, participants will be able to:

1. Introduction to Territory Planning – make any changes that you feel are required to the Territory Sales Plan (TSP) to make the document more meaningful for yourself and your team.

2. Strategic Intent – define the Strategic Intent for your territory, describing what success will look like in 1-2 years from now.

3. Revenue Plan – create a detailed quarterly revenue plan based on the reality of your own specific sales revenue and unit sales objectives.

4. Go-to-Market Strategy – decide which key industry verticals you will target in your territory and define the relative percentage of business that you expect to achieve from each one.

5. Target Account Analysis – based on your GTM, define the most important target accounts for your territory, indicating the revenue potential and potential unit sales from each account.

6. Gap Analysis – develop your own GAP analysis using the guidelines in the workshop and define what gap you have to close in order to achieve your goals.

7. Virtual Team Leadership – identify the key members of your virtual sales team, make sure you have their contact information and have defined their roles.

8. Alliance Partner Strategy – if applicable, develop your channel partner and alliance strategy and define the partner QBRs that you intend to attend.

9. Marketing Plan – define a marketing plan, documenting the input needed from marketing and how you will implement this strategy.

10. Personal Professional Growth Plan – describe a plan for personal and professional growth, including the definition of key milestones.

11. Specific Action Plans – develop the detailed Action Plan for the next 30, 60 and 90-days.

12. Plan Reviews and QBRs – define a regular TSP review process and decide who needs to be involved in these review sessions.

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Strategies

Throughout the Sales Growth Program we will be employing a consistent development methodology to provide you with the Strategies you need to accomplish the mission and goals for each workshop. This will include your active participation in the workshop combined with the required reading and preparation and a series of integrated exercises. These exercises will include:

• Individual Exercises – to challenge you to find innovate new ways to apply some of the new techniques and ideas to your own real-world situation

• Team Exercises – to help you work in small groups to solve problems together and select the best solutions and ways forward to implement the new tools and techniques

• Brainstorming exercises – using whiteboards and flipcharts to share information and ideas in a collaborative team activity

• Written tasks – to help you define and record detailed processes and document a plan for the implementation

• Role-plays – to enable you to practice new ideas and skills in a safe learning environment before you try them for real with customers

• Sharing experiences – to enable everyone to learn from each other and maximize the power of team cooperation

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Tasks

In this first workshop you will focus on completing the following tasks at the end of each module and within the 1 month period before the second workshop:

1. Introduction to Territory Planning – review the sample Territory Sales Plan (TSP) and make any changes that you feel are required to make the document more meaningful for yourself and your team. Agree the format with your manager. 1 month.

2. Strategic Intent – define your Strategic Intent for your territory, describing what success will look like in 1-2 years from now. 1 Month.

3. Revenue Plan – create your detailed quarterly revenue plan based on the reality of your own specific sales revenue and unit sales objectives. 1 month.

4. Go-to-Market Strategy – decide which key industry verticals you will target in your territory and define the relative percentage of business that you expect to achieve from each one. 1 month.

5. Target Account Analysis – based on your GTM, define the most important target accounts for your territory, indicating the revenue potential and potential unit sales from each account. 1 month.

6. Gap Analysis – develop your own GAP analysis using the guidelines in the workshop and define what gap you have to close in order to achieve your goals. 1 month.

7. Virtual Team Leadership – identify the key members of your virtual sales team, make sure you have their contact information and have defined their roles. 1 month.

8. Alliance Partner Strategy – if applicable, develop your channel partner and alliance strategy and define the partner QBRs that you intend to attend. 1 month.

9. Marketing Plan – define your marketing plan, documenting the input needed from marketing and how you will implement this strategy. 1 month.

10. Personal Professional Growth Plan – describe your plan for personal and professional growth, including the definition of key milestones. 1 month.

11. Specific Action Plans – work with your virtual team to develop the detailed Action Plan for the next 30, 60 and 90-days. 1 month.

12. Plan Reviews and QBRs – define your TSP review process and insert dates in the calendar and send invites to the relevant people. 1 month.

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Introduction

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To be advised.

Executive Summary

Chapter 1: Introduction to Territory Planning

As salespeople we are continually trained and conditioned to maintain a ‘can do’ attitude and to see every obstacle as an opportunity. Given that positive, blue sky approach most salespeople take each new year’s annual quota in their stride and they simply go out full of energy and determination to exceed the target.

This module suggests that we start by being more analytical about developing a more strategic plan for the territory that we own. This is not to reduce our fervor and enthusiasm in any way, but rather to make sure that we are directing our efforts and focusing our determination on the things that will really make a difference to the outcome. This workshop is about maximizing the potential that exists in our territory and creating a plan for success.

Whether our “Territory” is defined by lines on a map, or by the definition of a sector of the market, we all have a defined territory from which we are expected to achieve our targeted sales number, or quota. There are some interesting statistics that show than most organizations will increase their sales revenue targets every year. Think about what that means. If the sales targets are increasing by a factor above the level of inflation (and most do) then it means one of two things: either the market for your products and services is growing at a faster rate than inflation, or your management team and investors believe that you have the potential to out-perform your competitors. This means you have to steal some of their market share in order to hit your number. But just think, they are trying to do the same too! That means one of you will win, one will lose. This focus on developing a more strategic Territory Sales Plan will help you ensure that you are in the former category.