Whether a client’s territory assignment methodology is based upon geography, product/solution lines, customer size, named accounts, or most commonly, a combination of these, effective Territory Management programs can be the difference between sales success and failure. Performance Methods works collaboratively with our clients to create and deploy customized Territory Management programs that will lead to greater accountability for the growth, development and management of sales territories.
This approach to territory ownership is deployed through a model that establishes norms and metrics for operating the territory as though it is a business. These basic asset/liability and profit/loss concepts introduce a longer-term territory perspective to the field sales organization that is based on territory business planning, where the assigned account executive or account manager drives the business and growth of the territory using a business planning approach.
Pipeline Management for each territory is based on the Sales Process and Best Practices model developed through the assessment phase of each PMI engagement. PMI has learned from extensive work in this key discipline that the only way to ensure effective and accurate Pipeline Management is to base the measurement and flow of sales opportunities into and out of the Sales Pipeline on the client’s own Sales Process and Best Practices model.
Leveraging this model of client-specific best practices allows the account executive and sales management to assess the current status of sales opportunities through each stage of the sales process by using their own organizational experience working and winning sales opportunities.
Forecast Management is based on the concepts of Pipeline Management and Sales Process and Best Practices. PMI works in collaboration with each client to determine the milestones or activities for each stage of the sales process in order to fill in the blanks and provide the right recommendations and measurements for effective execution.
From this framework of best practices, sales management is better equipped to understand the status of opportunity and the actual probability and timing to close business based on their own selling experiences and history. By building upon a solid foundation of proven best practices and executables, PMI’s approach to Forecast Management has proven to be more accurate and deployable, enabling clients to remove the guesswork from their sales forecasts.