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SUPERION – Sales Playbook

              Territory Planning


                 Note: Much of this section relies on the proficient use of Salesforce.
                 Territory planning really boils down to understanding the geography of your assigned sales territory. Once
                 you’ve done some analysis on it, it is much easier to understand how to focus your time and prioritize
                 tasks.
                 To analyze your territory:
                     •   First, review the physical geography, what states do you have?  Where are the majority located and
                        are there dense population centers?
                     •   Determine the number of targets in your territory – these can be viewed from the lead generation
                        dashboard
                     •   Know the total qualified pipeline in your territory, again this can be found in the lead generation
                        dashboard
                     •   Know the number of key deals you have (same as above)
                     •   And know the number of RFP key deals in your territory


                 Next, you must understand what drive prospects to buy.
                 Why are they buying or not buying our products? Ask yourself and seek the answers to the following:
                     •   What are the characteristics of your wins?
                     •   Are there specific areas that you are winning in more than others? Why is that?
                     •   Are there specific products/services that you are selling more of than others? Why is that?
                     •   Why do they not buy our products/services?


                 The Use of SWOT
                 One helpful resource to help pull all this information together to help create a pattern of understanding is
                 the creation of a SWOT analysis. Here we examine the “Strengths, Weaknesses, Opportunities and Threats”
                 that examines the following:

                     •   What strengths will you build upon
                            •   For example, Superion has no failed implementations
                            •   Our breadth of products – a comprehensive suite you can grow in to

                            •   Little to no down time experienced on updates
                            •   Our CSE approach and investment into our customers
                     •   Which weaknesses do you need to respond to?  This includes the strengths of competitive and
                        alternative solutions
                     •   Which opportunities in your territory will you take advantage of?  How do you uniquely meet your
                        prospect’s compelling needs?





                 3/8/2018

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