Info

Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
RSS Feed
2022
June
May
April
March
February
January


2021
December
November
October
September
August
July
June
May
April
March
February
January


2020
December
November
October
September
August
July
June
May
April
March
February
January


2019
December
November
October
September
August
July
June
May
April
March
February
January


2018
December
November


2017
November
October
September
August
July
June
May
April
March
February
January


2016
December
November


All Episodes
Archives
Now displaying: Page 1

At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

Mar 2, 2022

The top-performing salespeople understand the importance of territory sales planning. They know that if they create a plan and work the plan they’ll outperform their peers. But John Smibert believes that a strategic plan applying the 80/20 rule is. He fleshes out what that could look like in this episode of the Sales Reinvented podcast! 

Outline of This Episode

  • [1:05] Why planning is an underrated activity
  • [2:25] Stop being reactive and create a plan
  • [3:55] John’s ideal territory sales plan
  • [6:50] The right mindset is key to success
  • [7:53] Tools, tactics, or strategies to improve
  • [9:40] John’s territory sales planning dos and don’ts
  • [12:42] Match your domain expertise with your ideal customer 

The ideal territory sales plan

It’s no secret that the top salespeople are great planners. They routinely run a SWOT analysis and look at their strengths, weaknesses, opportunities, and threats. It’s a key strategic planning tool. You also need to identify your target and objective. Your company may give you an objective but you’re the boss of your own business. You certainly need to plan for what your company expects from you but why not shoot for more? 

Put the quota aside. What do you need to do to achieve your objective? Then look at your territory—identify where opportunities are likely to be. What 20% of accounts will get you 80% of the value? Secondly, look at your ICP. Who are they? Do some research, identify them, and focus activity on them alone. If you don’t have a plan you grab onto the first opportunities that come your way. You’ll find that you’ve filled your pipeline with average opportunities at best. 

John’s territory sales planning dos and don’ts

John hears a lot of sales managers complain that they don’t see the right level of activity from their salespeople. But if their salespeople have a plan in place that has been thought through strategically, less activity is sometimes good. But John nails down some dos and don'ts that can help you focus in the right place. 

  • Set aside the time to create a detailed territory plan once a year. The annual plan needs to be broken down into quarterly, monthly, and weekly goals. You need to wake up every day and say, “What do I need to do to progress my plan?” 
  • Know where you’ll get the best results and focus on them. Focusing on the right 20% will get you 80% of the results. 
  • Review, review, review. How do you stay on plan? What do you need to do?
  • Don’t create a plan and forget about it. You’ve created it to help you stay on track to reach your goals. 
  • Don’t assume every customer is the same. Market segmentation and account targeting around your expertise is important. Everyone has domain expertise, so focus on customers who value what you have to bring to the table.

Learn how to say no. You don’t want to chase every opportunity that comes through the door. The top salespeople say no far more than yes because they know where the value is. 

Match your domain expertise with your ideal customer 

John recently co-authored a book called “The Wentworth Prospect” about a young lady who progressed well in her sales career with the help of a coach. It’s based on a true story about a woman John actually coached. This woman—named Sue—was selling cybersecurity solutions. She had learned the product well and had studied cybersecurity in university, so she had developed some domain expertise. 

John asked her where she wanted to focus her territory. She stated her goal was to approach mid-level organizations but that she didn’t have an industry chosen. So they did some research and landed on a focus in the banking and finance industry. Why? She had a background in banking. She knew she had a unique perspective to bring to the table, her product fit well, and they were an ideal customer. 

In that year, because she eliminated 80% of her territory and focused on the 20%, she blew her quota out of the water. All because she created a plan that she followed diligently. 

Resources & People Mentioned

Connect with John Smibert

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

0 Comments
Adding comments is not available at this time.