How to Launch Your Territories and Books of Business at Sales Kickoff -> free template included!

How to Launch Your Territories and Books of Business at Sales Kickoff


Congratulations on successfully navigating the Planning Season and meticulously designing territories and books of business (BOBs). Now, it's time to launch them into the world! One of the territory planning tools in your toolkit will be a well-structured presentation for delivering changes to the organization. This guide provides a Sales Kickoff (SKO) presentation template for delivering territories and BOBs. Its complete with storytelling tips to unify and inspire your sales teams….and even to showcase all of your hard work. Let's delve into each section with the aim of delighting our audience: Sales Reps, Account Managers, CSMs, Sales Leaders, and Partner Managers….anyone who is assigned to an account.

👉 Download the slide deck template here to use for your SKO! 👈

Section 1: Previous Year (or Quarter or Half) in Review

Vibe Check: Reminding and Reflecting

Start by revisiting the previous year's coverage model and its impact on your organization. Remember that reps will perceive these successes and failures with great emotion. They might have directly impacted rep compensation and overall satisfaction with the company.

Answer baseline questions to set the stage for change:

Model Review:

What was our model last year? What went right/wrong?
Provide some examples and use data to illustrate.

    Big Picture Reminders:

    What were we trying to accomplish? How did we define our opportunity?  
    Acknowledge any deficiencies transparently.

      Model Definition Recap:

      Define last year's Ideal Customer Profile - Key attributes, scoring accounts, TAM, SAM, SOM, roles, and productivity.

      Evaluate Right vs. Wrong:

      How did we analyze our TAM, SAM, SOM? Assess data quality, market changes, ICP success, rep productivity, and role effectiveness.

      Section 2: This Year's Big Picture

      Vibe Check: Setting the Stage for Change

      Paint a picture for the organization that lifts up the goals that your RevOps team has worked towards! Make sure to be clear on how changes will effect the company for the positive, especially when it comes to changes within the sales territories and how those territories are managed.

        Major Goals and Changes:

        Highlight major organizational revenue goals. Discuss changes in your company and market.

          Collaboration Showcase:

          Demonstrate that this wasn’t just RevOps working behind the scenes. Share executive opinions and seller feedback sources.

          Impact on Seller Behavior:

          Discuss the expected impact on seller behavior. Introduce new tools, reports, roles, and changes.

          Section 3: Redefining our Ideal Customer Profile

          Vibe Check: Adapting to New Realities

          The periodic territory design and book of business creation process generally is a time when companies like to revisit their Ideal Customer Profiles. This exercise can often lead to major changes in what the RevOps team identifies as top accounts. Make sure this information is cascaded down to the sales teams.

            Updated ICP Attributes:

            Discuss changes to key ICP attributes. Were there any major impact on firmographic, technographic, persona, or signal criteria?

            Leveraging New Data:

            Explore new data to focus on target accounts. If your RevOps team invested in new data enrichment tools, now is the time to share the exciting new insights gained. 

            Section 4: New View of TAM, SAM, SOM - What's the Opportunity

            Vibe Check: Understanding the Landscape

            Markets are constantly in flux. Make sure everyone is on the same page when it comes to the company's strategic adaptations and what these changes mean to the sales organization. 

            Using Updated ICP:

            Redefine TAM, SAM, SOM given any updates to your ICP. Explore the overall opportunity that these changes present and discuss high-level model adjustments.

            Section 5: Rep Productivity & Roles

            Vibe Check: Preparing for Change

            Change is change. It's fair to expect some friction. After all, sales people are human too. Setting expectations upfront is a critical aspect of change management. Take this time to patiently, empathetically address how reps' roles might change.

              Rep Productivity Expectations:

              Discuss expected changes in rep behavior and how the new behavior will drive positive change for the company. Address how reps access new tools and reports.

              Roles Evolution:

              Define any new roles resulting from the territory planning process. Discuss their effectiveness and impact.

              Section 6: Territory Design Methodology

              Vibe Check: Demonstrating Your Work

              While we all know planning season is a grind, we end up becoming quite proud of the process and output. New insights and methodologies can have big impacts on company strategy and execution. Now is the time to take a peak behind the curtain to see how the sausage was made! Understanding is key to a positive adoption of change.

                Analysis Showcase:

                Provide high-level but detailed analysis of your ICP and market. Highlight the important metrics that were considered for territory mapping and book design.

                Collaboration Emphasis:

                Reiterate the opinions of the executive team and segment leaders. Showcase any feedback you received from sellers during the process.

                Section 7: Methodology Continued - Account Data

                Account Data Strategy:

                Use this time to explain how account data was sourced and verified. Discuss which accounts and segments were prioritized.

                Account Equity Strategy:

                Explain which metrics were used and prioritized for creating equal, balanced territories or books and why.

                Section 8: Rules of Engagement Updates

                  Vibe Check: Clarity is King

                  If major changes were made to rules of engagement or operational guidelines, make sure these are clearly communicated! There will be questions and reps' time is valuable. Make sure they know how to get them resolved.

                  Operational Guidelines:

                  Explain where reps should go with questions. Discuss handling open pipeline, adding/dropping accounts, and dealing with leads and partner deals.

                  Go-Live Date Confirmation:

                  Confirm the launch date and when reps should expect to see new accounts, dashboards, and reports.

                  Section 9: Results

                  Vibe Check: A picture paints a thousand words

                  Present a visual summary of balance metrics and updated book or territory health. Make sure reps have instructions to view new territories and BOBs including new accounts gained and lost.

                  Take a look at the visuals included in our territory planning process presentation for examples.

                  👆Pro Tip: These visuals can be easily created and shared in BoogieBoard - our sales territory optimization platform 😉

                  Section 10: FAQ & Artifacts

                  Vibe Check: Addressing Concerns

                    Wrap things up with a slide providing links to updated rules of engagement documents, account planning templates, reports, and contact info for Ops.

                    Brainstorm any common questions reps might have ahead of time and save time for direct questions from the sales team.

                    We hope this helps you to get ready for SKO and gives your sales culture a boost! If you have any questions about territories, BOBs, or SKO best practices…please hit us up!

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