About the Territory Planning Overview for Sales Training

In this module, we will walk through Chapter 1 of our Sales Franchise program: Territory Planning. This course provides a comprehensive overview of how to strategically plan and manage your sales territory to drive focus and execution. You will learn how to identify and prioritize high-potential accounts, set realistic targets, and track progress against your quota. Additionally, we will cover the responsibilities of Account Executives and RVPs, how to use key tools like the Power BI Territory Planning Dashboard, and best practices for keeping your plan updated throughout the year.

Audience

This module is designed for account executives, sales leaders, and managers responsible for territory planning, quota management, and strategic account prioritization.

Agenda

This module covers key areas, including:

• Understanding the expectations, cadence, and due dates for your Path to Plan

• How to access and use the Power BI Territory Planning Dashboard and the offline Excel file

• How to prioritize accounts based on renewals, open pipeline, and strategic alignment

• Best practices for reviewing and updating your territory plan regularly

• Working with supporting teams to ensure alignment and execution

Learning Objectives

At the end of this module, you should be able to:

• Develop a clear and actionable territory plan that aligns with your yearly and quarterly targets

• Use the Power BI dashboard and offline Excel file to track progress and adjust your strategy

• Apply best practices to continuously improve and execute your sales plan effectively

• Collaborate with RVPs and supporting teams to optimize account engagement and sales succes