1: Territory Plan

Your have a number of accounts on your territory. Take a look at the numbers and see how you plan to achieve your sales target. Typically you have a number of variations that will achieve your target:

a: Retention vs cancellations
Your sales numbers will be dramatically affected by cancellations. It is fair to assume that not everybody will renew their contracts with you for a further year. Hopefully a lot will, but you need to make a plan to ensure your retention. 

b: Price Uplift
How much of your target can be achieved by putting the price up. Remember, every time you negotiate, the more discount you give, the more new business you will have to achieve. 

c: New Business
Depending on the retention and price above will determine the new business that you will need too find. That could be either from existing accounts (see account plan below) or from net new clients, see opportunity plan below.

2: Account Plan

The account plan is not a paper exercise. It is solely to help you identify where the revenue will come from this account, either from protecting existing revenue or spotting new whitespace or extension opportunities and how to access them, whether it is getting higher and wider across the organisation, leveraging existing relationships or both. 

Salecology's DEVELOP Account planning tool will help you review your accounts and spot those opportunities and threats coming at you. 

3: Opportunity Plan

The opportunity plan again is not a paper exercise it is designed to ensure you are closer to the deal and to help answer the known unknowns. Salecology's IMPACT Opportunity Plan is designed to help you answer the 3 Whys to any deal. 

I - Identified Needs - what needs have you uncovered from the customer. Have they confirmed they are the needs or are they merely your interpretation

M - Metrics - What metrics have you uncovered to the cost / benefit of solving the needs. do they stack up and make the opportunity valuable to the client. 

P - Process - What is the buying process and or procedures, who and what is required at each stage of the process. For example - if you know its going to procurement at some stage, have you factored that in to the price.

A - Authority - Who has various authority across the deal. Who is responsible for technical or operational decisions, who has ultimate sign off or who has the power of veto. 

C- Criterion - How will they make a decision if the product meets their needs, what is the decision making criteria. If they haven't officially defined it, they will still make a judgement on some sort of criteria

T- Timescale - Is there a time scale they are working on. You will have one of course - asap! but is their a compelling event that can determine when the decision needs to be made. 

Each of these items will aid the sale moving through the pipeline to a favourable close. 

4: Call Plan

The call plan is a simple tool to help you to focus on the structure and outcome of the call / Meeting. What will you initial positioning statement sound like, what will you teach, how will you tailor the call. What is the objective of the call and how will you know if you have achieved it.