Sales Territory Plan Template

I was at a conference yesterday, and a VP of Sales asked me how he should develop their sales territory plan. I asked him a few questions, exactly as I've outlined in this sales territory plan template.

Then we talked through a few ideas of how to best structure his team's sales territories.

When I first started developing plans for our sales team when we were growing from $2 million to $18 million in ARR, I was totally lost.

I didn't know where to begin. There were thousands of target accounts we could pursue. How was I supposed to know where to start? 

Over time, I developed a sales territory plan template. It was designed to enable us to hit our ambitious growth goals year after year.

This worksheet includes the following tabs:

• Instructions: instructions on how to use this template most effectively.
• Sales Territory Plan Checklist Template: a step by step checklist of key focus areas to address when developing your sales territories.
• Sales Forecast Alignment Template: a reference to your annual sales forecast to determine the number of sales reps required for each territory and lead flow required.
• Customer Analysis Template: an example template of how you may analyze your existing customer base to determine where to focus your resources.

• Sales Territory Math Template: a simple way to define each sales territory so that each rep on your team knows how to hit their quota.
• Sales Rep Assignment to Territory Template: a basic table that outlines which reps are assigned to each territory.
• Target Account List: an example list of how you may outline a target account list for each rep on your team to track progress against the accounts over time.

Simply, add this template to your cart and checkout now to instantly copy the Google Sheet Sales Territory Plan Template.

As I mentioned, planning sales territories is a daunting task. Often because markets can be so big it's hard to decide where to start. This template will get you to a solid plan. One that you can have confidence in really attacking.

Because once you set the plan, you have to really attack it.

I'm sure you have seen the data that shows 95% of reps quit after trying to make contact with a prospect 3 times. That's just not enough.

No matter how good you become at strategy it won't matter without operational excellence and the ability to execute the job at hand.

Here's how I recommend you get started with this sales territory plan template:

1. Review all tabs in the spreadsheet first. It's always good to familiarize yourself with the content before you really dig in.
2. Walk through the sales territory plan checklist. Really think through each focus area at a high-level.
3. Document what you know in the following tabs provided.
4. Identify any gaps in data required to make effective decisions.
5. Determine a plan to collect outstanding data.
6. Once the data is gathered, complete the analysis outlined in each Tab for steps #1 - #6.
7. Bring in key stakeholders to provide feedback and input.
8. Lock in your plan, then run like hell!

The fun part is when you set a great plan and bring the right people together to execute on it. This template will help you develop your plan. Within the excel spreadsheet, I reference additional resources to help you hire and train the best people for the job.

Immediately download this template and customize it for your team.

Click “Add to Cart” on the right. Checkout and you will get a link to copy the Google Sheet of the Sales Territory Plan Template. It can also be downloaded as an excel template.

If you run a go-to-market team at a B2B SaaS company, explore these other templates:

• Sales Forecast Template
• Sales Hiring Assessment Template
• Sales Commission Calculator Template
• VP of Sales & Marketing Template Bundles