What is a Territory Plan? And, why you need one.
Автор: Catalyst A.C.T.S.
Загружено: 2026-01-12
Просмотров: 30
What is a territory plan—and why do so many teams overcomplicate it?
In this session, Mike Simmons breaks down territory planning with a refreshingly simple definition: a territory plan creates focus through lines of clarity. Instead of vague targeting, you’ll learn how to build an ICP using binary (yes/no) criteria at the individual level (and organization level for B2B), then “cut” your market down step-by-step until you’re left with a clear, high-fit area of focus—your book of business.
If you’ve ever felt distracted by “new shiny things,” overwhelmed by too many accounts, or unsure where to spend your time, energy, and attention—this framework will help you make faster, cleaner decisions.
In this video, you’ll learn:
A practical definition of territory planning
The real function of a territory plan in sales
How to create focus using 5 binary ICP criteria
How to apply the same approach for B2C and B2B
Why reps get distracted—and how territory clarity fixes it
How territory plan ≠ account plan ≠ call plan
Key takeaway:
A territory plan isn’t just a list of accounts—it’s a decision-making system that tells you exactly where to focus and what to ignore.
👇 If you want help implementing this for your team, reach out—Mike mentions he’s happy to talk.
coachsimmons.com
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