Company Name
This template is created in partnership with Badger Maps
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's profitable.
PERIOD | PRIORITIES | PRIORITIES |
|---|---|---|
First 30 Days | Understanding |
|
31-60 Days | Taking Initiative |
|
61-90 Days | Monitoring Onborading |
|
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.
Ideal Customer Persona
"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.
Frustrations
- 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.
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 | Contact Info | Contact Info | Contact Info | Contact Info |
|---|---|---|---|---|
60-Day Plan
EXECUTE YOUR PLAN
SET GOALS
Consolidate the trends you’ve discovered above to come up with S.M.A.R.T goals (Specific, Measurable, Achievable, Relevant, and Time-based). Set goals, based on valid data and information relating to historical performance. These will include the product/service revenues and margins, market share, lead–to–sale conversion rate, and other key data from the sales funnel.
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.
Contact Info | Contact Info | Contact Info | Contact Info |
|---|---|---|---|
Market Share | |||
Lead-to-Sale Conversion | |||
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 | Contact Info | Contact Info | Contact Info | Contact Info |
|---|---|---|---|---|
MAKE YOUR 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 WEEKLY GOALS
SET DAILY GOALS
# Lead Meetings | # Lead Meetings | # Lead Meetings | # Lead Meetings | # Lead Meetings |
#Sales Calls | # Sales Calls | # Sales Calls | # Sales Calls | #Sales Calls |
# Follow-ups | # Follow-ups | # Follow-ups | # Follow-ups | # Follow-ups |
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
QUALITATIVE FEEDBACK
It's always a great idea to connect with your customers to check how satisfied they are with your product. You can also interview people that ended up not converting to understand what went wrong with them. This feedback will allow you to adjust your sales strategy based on your customers' needs.
Account | Problems Encountered | Problems Encountered | Problems Encountered | Problems Encountered | 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.
KPIs | Goal | Outcome | Variation (%) | Next Steps |
|---|---|---|---|---|
Market Share | ||||
Lead-to-Sale Conversion | ||||
Customer Turnover Rate (aka Churn) | ||||
Average Conversion time | ||||
Product Revenue |
PLAN PERFORMANCE EVALUATION
Thank you!
Company Name
