Sales Planning: Targets, Territories and Your Ideal Customer
Sales Strategy & Planning: leave with an ideal customer profile, territory split, quota and capacity plan for one quarter.
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What this session would cover
Proposed outline — the mentor finalises the agenda once this topic is scheduled.
- 1Why sales strategy & planning matters — the common problem: Sales targets are set top-down without checking capacity, territory or customer fit.
- 2Core concepts in plain language: Sales objectives, ideal customer profiles, market segmentation, business-to-business selling, business-to-consumer selling, enterprise sales
- 3Going further: inside sales, field sales, territory design, account segmentation, sales targets, quota setting
- 4Framework walkthrough: BANT, SPIN Selling, MEDDIC, Challenger Sale
- 5Practical workflow, built live: An ideal customer profile, territory split, quota and capacity plan for one quarter.
- 6How to measure it: Quota attainment, Win rate, Pipeline coverage, Sales cycle, Average deal size, Forecast accuracy
- 7An illustrative case (a fictional example, not a client result), then live Q&A on your own situation
Who it's for
- • Sales executives and managers
- • Founders who sell
- • Business development and account teams
You'd leave with
- An ideal customer profile, territory split, quota and capacity plan for one quarter.
- A working understanding of BANT and SPIN Selling
- A short list of measures to track: Quota attainment, Win rate, Pipeline coverage
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