How to Build a Sales Territory Plan

By Lanee' Blunt

Your sales plan does not have to be long with complicated business jargon, and complicated graphs and charts, but short and simple. Your sales territory plan for your new company will be revenue-driven, and help you to avoid unforeseen problems. A sales territory plan is a strategic and tactical plan for getting new business and building a business that will meet and exceed a sales quota. Having a well-constructed sales territory plan allows you to spend more time growing your new business.


Things You’ll Need
Mailing list

Write a sales letter that introduces you and your new company to prospects. Send a reply card with the letter that includes your contact information and has a space for the customer to write their phone number if their interested in your product or service.  Send fifty letters a week to new prospects.  Make fifty cold calls introducing your new company to prospects. Instead of using a script try using “talking points” that will allow you to answer customer questions and concerns.

Knock on twenty doors. Contact twenty people that you can have a face-to-face meeting with each week.  Set a quota of at least five sales presentations a week.

Evaluate your results for the month.  Track your progress at the beginning of a three-week period, so that you can strive for realistic goals. Set a monthly goal to stay on target instead of waiting until the end of the year.  Setting monthly goals helps you to get a sense of achievement when you meet them.

Write articles and white papers.  Writing articles is good public relations. Write about topics that address the interest and concerns of your customers in your field. 

Obtain referrals from new customers. Ask for at least three referrals from all your customers within 30 days of delivering your product or service. Tell the customer to give you three names and phone numbers of a person that may have use of your product or service. Offer a free gift if the customer gives you a referral that leads to a new customer or client.

Read your plan often and take notes on your progress and concerns.
Keep a detailed timeline for performing your sales tactics.

Entrepreneur: The Elements of a Successful Sales Plan; Tony Parinello; 2004

Inc: Managing: How to Work More Like a Start-Up; Darren Dahl; 2009

Irie Auctions: Sales Territory Plans


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