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Practical Market, Territory and Account Planning
Off the Cuff / For Sales Pros / Feb 22, 2018 / Posted by Brian Sullivan / 6644 

Practical Market, Territory and Account Planning


Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”

While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. As such, concise, targeted planning, such as that used in the Sandler Enterprise Selling Program, is typically embraced. Complex situations can call for more extensive analysis but there’s great value in simple frameworks for pragmatic planning. Other areas are certainly important as well, and perhaps more relevant, depending on business models. And with enterprise selling, significant, focused research is essential. That said, let’s review a 30,000-foot framework of five fundamental areas:

1. Market Understanding – The fundamentals are the bedrock for sound business decisions, focusing on:

  • Accounts: Verticals, challenges, sizes, sales cycles, market attraction, etc.
  • Economy: Overall health, seasonality, geographic issues, governmental impacts, etc.
  • Service Structure: Direct/remote, product/service, internal/outsourced, etc.
  • Market Patterns: Demographics, buying access, trends, etc.
  • Competition: Footprint, incumbency, strategies, distribution, pricing, etc.
  • Affiliations: Alliances, associations, channels, partners, prime/subs, etc.

2. SWOT (Strengths, Weaknesses, Opportunities, Threats) Accelerator – Enhancing traditional SWOT drives accountability, action and success. Market understanding now complete, you must identify what you do well (Strengths) and not so well (Weaknesses) and understand external factors increasing your chances of goal achievement (Opportunities) and internal factors creating disadvantage. With fundamental SWOT done, it’s all about acceleration by building and implementing clear improvement actions for each item identified.

3. KARE (Keep, Attain, Recapture, Expand) – Developing profiles for all accounts, clients and prospects, based on their traits and tendencies, is truly impactful. Accounts are profiled as KEEP accounts, ATTAIN accounts, RECAPTURE account and EXPAND accounts, with customized attributes aligning each profile to your model. Specific account tactics and strategies are then identified and implemented via the KARE profiles.

4. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas. Strategically then, doing what you do best in the truly aligned profile accounts, provides logical structure and breeds confidence for sales teams.

5. Growth Account Booster – Crafting and following streamlined account plans drilled down to the opportunity level with key advancement actions very simply increases the likelihood of wins. These dynamic plans provide the platform for the communication and collaboration that is the hallmark of team selling.

A practical framework for sales planning. Simply put, it’s a survival skill. Internalize it and follow it, amending and enhancing as you go. Make it yours and good things will happen as a result!

Pipeliner CRM empowers practical market, territory and account planning. Get your free trial of Pipeliner CRM now.

About Author

Brian Sullivan is a best-selling author, consultant, and enterprise selling expert. He spent eight years at Sandler Training, developing and growing the Sandler Enterprise Selling Program on a worldwide basis. Prior to Sandler, Brian was in sales, sales management, and P&L management positions with The Capgemini Group for thirty years.

Author's Publications on Amazon

The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business…
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Comments (33)


Justus Anyaji commented...

With pipeliner CRM, processes are streamlined and are made for easy alignment with plan. Keeping it practical and workable is key and this is one of what pipeliner CRM offers.


Anthony Onwuagba commented...

This is really practical and crystal clear.


Bright Areghan commented...

Great article. It gives practical steps on how best to plan marketing and sales strategies. This is one of the offerings of Pipeliner CRM. It helps you with the evaluation process in each step.


Uyohoini Solomon commented...

Great article. I have gathered a few points I hope to share with my sales team during our next meeting.


Sonia Eluchie commented...

Wow! I learnt a lot!


Akadiri Oladimeji commented...

Awesomely articulated


Mariam Sani commented...

Wow… A must read


Sandra Oluoma commented...



SAIDI NAMTANGA commented...

Very good


Yussif Sulemana commented...

I am beginning to develop much love for sales course since I joined the Pipeliner..Every article concerning sales processes is very educative.


Sanmi Fagbade commented...

Wow! The article is explanatory enough. It gives me more insight into marketing strategies. Thanks.


Olubisi Adekanmi commented...

Great and interesting article
I gathered some points to note here


Iyanda Bolatito commented...

I have few points to share with my contact


Tony Abraham commented...

Very good article on how to manage account planning. Practical in deed.

This is very great and interesting

This so great and interesting


Oladimeji Precious commented...

Nice writeup


Ige Gbenga Emmanuel commented...

this article thought me alot


hybrid concepts commented...

gathered some information useful to do good business planning.


Vincent Okafor commented...

What a way to grow and expand business.Workable and very practical steps.


Bolaji Ogunyemi commented...

This article is highly informative. It dwells in practical market territory of business.


rahwa arkebe commented...

I like the article – it is practical, and helped me gather important points


Olugbenga Agboola commented...

This is good article I love it.


Sia Maro commented...

This article is so great with key factors. Buy following this a company will be able to get to such great heights.


Olapelumi Matthew commented...

This is a confirm article i love


Joseph Meleke commented...

The article is totally clear and understanding


aminat ajibola commented...

This is the article that i beloved so much


Idris Olayemi commented...

I love this article also, it good


Bolaji Ogunyemi commented...

Thank you Brian. The article is insightful and helpful.


Tedious Chinyerere commented...

Great article which assists every serious sales manager in planning marketing and sales strategies.


lukman gbadamosi commented...

what a great article!!! learnt from this write up


Thomson Banda commented...



Mfundo Ntsodo commented...

This is really awesome and practical

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