OVERVIEW
The 30-60-90 Day Territory Plan helps your organization target the right customers, implement goals for revenue, and achieve consistent sales growth over time. With this framework you can outline a clear path to make your regional sales operation profitable.
PERIOD
FOCUS
PRIORITIES
First 30 Days
Understanding
- Define your ideal customer persona
- Identify your competitors
- Discover your top accounts
31-60 Days
Taking Initiative
- Define your sales goals and KPIs
- Identify your top leads
- Build your route schedule
61-90 Days
Monitoring and Onboarding
- Get Qualitative Feedback
- Analyze your results
30-Day Plan
UNDERSTAND AND ANALYZE YOUR MARKET
User personas (or buyer personas) represent the ideal customers who will engage with your product. Use this section to align everyone in your company on who your ideal customer is: their behavior, needs, interest, and motivators.
"A quotation that captures this user's personality."
Age: 1-100
Work: Job Title
Family: Married, kids, etc.
Location: City, state
Character: Archetype
Business Relationship: B2B, B2C
If B2B ...
Industry: Saas, Construction, etc.
Comapany size: SMBs, Large Enterprise
Departamental function: sales, marketing, etc.
N° of decision-makers: 1, 2, 5, etc.
Goals
- A task that needs to be completed.
- A life goal to be reached.
- Or an experience to be felt.
Pain Points
- The challenges this user would like to avoid.
- An obstacle that prevents this user from achieving their goals.
- Problems with the available solutions.
Bio
The bio should be a short paragraph to describe the user journey. It should include some of their history leading up to a current use case. It may be helpful to incorporate information listed across the template and add pertinent details that may have been left out. Highlight factors of the user's personal and of professional life that make this user an ideal customer of your product.
Remember - you may modify this template, remove any of the modules or add new ones for your own purpose.
Personality
Personality
DISCOVER YOUR TOP 10 ACCOUNTS
Review which customers have traditionally been easy to sell to and/or seen high levels of success with your product. Then prioritize those leads and similar accounts.
Customer Name | Company Name | Industry | Preferred Feature | Contact Info |
|---|---|---|---|---|
IDENTIFY YOUR COMPETITORS
Identify your competitors using the competitive analysis template.
60-Day Plan
EXECUTE YOUR PLAN
MAIN KPIs
Sales key performance indicators are numeric values that help you measure performance in order to make data-driven decisions. As a salesperson, setting measurable values to track achievements is essential to improve.
KPIs | Baseline | Goal | Variation (%) |
|---|---|---|---|
Market Share | |||
Lead – to – Sale Conversion Rate | |||
Customer Turnover Rate (AKA Churn) | |||
Average Conversion Time | |||
Product Revenue |
IDENTIFY YOUR TARGET LEADS
Identify your top leads by researching your territory and finding out the leads that fit best with your ideal persona.
Prospect Name | Company Name | Industry | Main Benefit | Contact Info |
|---|---|---|---|---|
MAKE A PLAN TO MEET YOUR QUOTA
Find out how many leads you need to meet with each month to meet your quota.
Keep track of how many leads you meet with each day or week to acquire a new customer.
If you need to meet with 5 leads to acquire 1 customer and your sales quota is 30 new customers/month, then you need to meet with 150 leads a month to meet your quota.
Break down this goal of 150 leads by week and then by day so you can achieve your goal.
150 leads/4 weeks = ~ 38 leads/week
38 leads / 5 days per week = ~ 8 leads/day
Add your plan to this table below. Feel free to adjust your weekly or daily goals if you only prospect 4 days a week or you plan to take a vacation a certain day or week.
Bonus Hack: If you’d like to exceed your sales quota set a higher monthly goal.
Track other activities like sales calls and follow-ups to find the ideal number for these activities too and add them to your plan below.
SET MONTHLY GOALS
SET WEEKLY GOALS
SET DAILY GOALS
Notes:
BUILD YOUR ROUTE SCHEDULE
Following up with prospects regularly is the best way to maintain and grow your relationships. Create a regular routing schedule based on your core customers and opportunities. A schedule will ensure that your deals develop at a steady pace, preventing you from missing any critical portions of your territory.
You can use a sales routing app like Badger Maps for planning and growing your territory. Badger Maps helps you schedule appointments and create efficient routes. On average, users sell 25% more and spend 20% less time in the car. The app accomplishes this with traffic-sensitive route optimization and a built-in lead generation tool.
90-Day Plan
ANALYZE AND OPTIMIZE YOUR PLAN
Account | Net Promoter Score | Cross-Sell Opportunities | Upsell Opportunities | Problems Solved | Problems Encountered |
|---|---|---|---|---|---|
ANALYZE YOUR RESULTS
Explain what you accomplished and how that aligns with the project or team's overall goals. Focus on your main goals with measurable KPIs.
PLAN PERFORMANCE EVALUATION
KPIs | Goal | Outcome | Variation (%) | Next Steps |
|---|---|---|---|---|
Market Share | ||||
Lead – to – Sale Conversion Rate | ||||
Customer Turnover Rate (AKA Churn) | ||||
Average Conversion Time | ||||
Product Revenue |
Thank you!