Sales Modeling

Have you ever equated territory management to conducting a symphony?  

Depending on given autonomy or lack of process, managing your sales territory will have myriad elements from lead generation to qualifying opportunities to gaining access to decision makers to developing compelling proposals with ROI, all which ultimately culminate in closing.  A symphony is similar in that it is a combination of instruments and movements.

With today’s CFO-governed control over spending, it is incumbent upon Sales to build pipeline with future budgets in mind.  The likelihood that you can turn a deal around without going through some kind of annual budget and funding process is fairly low.  Therefore, a best practice for territory management and developing predictable sales performance is to seed future fiscals.

It requires patience, but it pays dividends.