The most successful salespeople are serial entrepreneurs.  They view their territory as their franchise and their job is to grow it.  But how do they generate consistent revenue gains year in and year out?  They drive for long-term growth funded by month-to-month and quarter-to-quarter execution of their territory-level business plan.

Let's take a look at the following sections of a territory plan that always have legs.

We just completed strategic account management sessions for multiple clients:  firms large and small, salespeople, sales managers.  We do this a lot.  Our sessions are so comprehensive, that sometimes we overwhelm some folks.

One sales manager pulled me aside and asked, "In your experience, what two or three tools must my people absolutely, positively use to be successful with their customers and their careers?"

In his most recent Critical Pathways article, managing partner Ken Evans declared that the most successful salespeople are serial entrepreneurs. They view their territory as their franchise and their job is to grow it. Managing their territory like a business, they develop a territory strategy that is supported by a tactical action plan.

Ken shared the following sections of a territory plan that always have legs.

I recently ran a session on the use of gap assessment thinking to manage an existing account.  The purpose of this thinking is to continuously be aware of our client's challenges and better understand their business.  If we do this, we have a shot at creating and delivering a current, customized, relevant and differentiated value proposition that justifies an ongoing service relationship.