Territory Sales Plan

My colleague and I were discussing a sales strategy for an inside sales team the other day. We were talking about call volumes, qualification techniques and closing over the phone. Then he mentioned the importance of a business plan, ie the territory sales plan, for each territory and each sales rep. Many sales organizations work hard with their field reps to determine key prospects and deal focus, but they fall down when it comes to inside sales people. It is no less important for an individual sales plan whether you have a $5M quota or $500k. Just as a reminder, here a few things to remember to put in that sales plan: Objectives, Call plans and volumes, Integration with Marketing Campaigns, Distribution of key accounts in the Territory, and Personal Goals. Everything in the plan should be tied to a timeframe and reviewed on a weekly, monthly and/or quarterly basis depending on the goal. Don't let your sales reps wander the desert like a nomad without a compass, work the plan!