The Audible-Ready Sales Podcast The Franchise Mindset
Dec 26, 2023
In this engaging discussion, sales leader John Kaplan shares insights on adopting a franchise mindset for effective sales planning. He emphasizes viewing territories as personal businesses, which fosters accountability and ownership. Kaplan delves into the importance of proactive pipeline management over simply maintaining existing opportunities. Listeners will learn key pipeline questions to enhance territory coverage and how a strong mindset creates a foundation for consistent execution and results-driven habits. Elevate your sales strategy with Kaplan's expert advice!
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Own Your Territory Like A Business
- View your territory as your own business unit and own its production and profitability.
- Treating it as a franchise elevates responsibility and strategic focus on territory outcomes.
Prioritize Pipeline Generation
- Spend substantial time building pipeline instead of only managing current opportunities.
- Ask yourself where pipeline is coming from and prioritize generation over squeezing existing deals.
Time Is Lopsided Toward Opportunities
- Most sales teams spend ~90% of their time on opportunities, not territory-level pipeline.
- That imbalance makes reps reactive and pressure-prone when hitting quotas.