Asked this question recently.

Asked this question recently:

How does one become more strategic in sales planning?

My answer ... it depends.

Are we talking about territory planning, deal planning, or call plannng?

All of these have a strategic element. Yes, even call planning.

Now the question asker, they wanted to know about stratgeic territory planning. So, here's what I said:

Start with the numbers.

-- Start with your annual sales target.
-- And your average deal size.
-- Divide the target by average deal size.
-- That's about the number of deals you need to win this year.
-- Now, work backward using that number and your win rate.
-- That's how many leads you need to generate and work on.

Then, start looking at the territory ...

See how that works?

Connect with me if you want the rest of the story.

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