--- title: Planning Module | Federal Sales Certification Training description: Discover how to develop Federally specific territory and locate customer information within your whitespace to build your pipeline and close Federal business. --- ![Plan_Header_2](https://sanctumfederal.com/hs-fs/hubfs/Plan_Header_2.png?width=688&height=601&name=Plan_Header_2.png) Federal Sales Planning # Planning Module: 6 Sections to Develop Your Federal Sales Territory Plan Learn how to develop Federally-specific territory, marketing, reseller, contract vehicle, and OEM plans. These will help to guide your Federal sales process. Next, learn how to locate customer information and opportunities within your whitespace so you can build your pipeline and close Federal business. Federal Planning Module #### What You Will Learn This module provides the essential tactics and strategies in building a Federal territory sales plan. Each section assists gives the federal salesperson a unique perspective into each area of a Federal territory plan.   State of the Federal Plan Understand components of planning for the federal territory plan  Total Addressable Market To understand your Addressable Market (white space)- Future Pipeline  Marketing Plan How to build a successful Federal marketing plan  Partner Plan Understand how to successfully use your partners  Building Your Plan Understand the components of building a Federal Sales Plan  Plan Your Alignment To Close Understand how to align your Federal Territory Plan to close revenue  Gain tangible skills for mapping your territory and finding & documenting new leads within your whitespace. Finally, learn the business essentials you need to move a deal through the Federal buying cycle fast. ![Reseller Coaching](https://sanctumfederal.com/hs-fs/hubfs/Reseller%20Coaching.jpg?width=1098&height=398&name=Reseller%20Coaching.jpg) #### Access the OnDemand Federal Planning Module Learn more about how to find Federal sales leads and close business quickly within the Federal market. [Get Started with OnDemand Training ](https://learn.kevinfederal.com/learn/public/learning_plan/view/4/federal-sales-certification-training) [Need instructor-led training?](https://sanctumfederal.com/federal-training/?hsLang=en) --- [** ](https://sanctumfederal.com/hubfs/SF_Website_Plan_2.mp4?hsLang=en) Why You Need To Understand Federal Sales Planning #### Learn How To Build The Territory, Marketing, Reseller & OEM Plans You Need To Succeed This module of our Federal Sales Certification Training provides tactical skills for executing your Federal sales process and strategy. There are 5 major business areas you need to assess to sell to the Federal market and this module goes into each of them in depth:  1. Product 2. Competition 3. Federal Total Addressable Market 4. Federal marketing approach 5. Federal partner approach [ Learn How To Build A Federal Business Plan ](https://sanctumfederal.com/federal-sales-articles/how-to-build-a-federal-business-plan?hsLang=en) Questions Answered in Class #### Are You Driving Federal Sales Opportunities Efficiently? How do you build a Federal territory plan? We actually have an entire guide on how to build out your Federal territory plan. It is a long but worthwhile read that outlines each of the elements we analyze, questions we ask as we digest the data, and the brainstorming framework that goes into developing the best path forward. You can read the guide [here](https://sanctumfederal.com/federal-sales-articles/what-is-a-territory-sales-plan?hsLang=en). What job functions need to be involved in the Federal sales initiative? The Federal sales role requires a lot of support, and you need your entire Federal team on board to reach the highest level of success. Specifically, your team should include: - Inside sales - Outside sales - Marketing - Engineering - Executive team - Partners What are the Federal business essentials? At some point in every Federal sales process, you will need to provide some, if not all, of these codes to your Federal customer: - CAGE - NAICS - FSC - UEI - SAM What tools are available for locating Federal sales prospects? You can find potential prospects through government sites such as [SAM.gov](http://sam.gov/) or an agency's website, especially through their organizational charts. You can also use commercial sites such as LinkedIn and [Seamless.AI](http://seamless.ai/) to find potential government contacts. Learn more about finding contacts and potentials Federal sales opportunities in this [guide.](https://sanctumfederal.com/federal-sales-articles/how-to-sell-to-the-federal-government?hsLang=en) Execution #### What's Next? After you have completed the Territory, Money & Planning Modules of the Federal Sales Certification Training course, the next step is the Execution Module.  [Contact Us To Get Started ](https://sanctumfederal.com/contact/?hsLang=en) ![execution](https://sanctumfederal.com/hubfs/Sanctum%20Federal%20-%202022/execution.svg) ##### Execution [ Learn More ](https://sanctumfederal.com/federal-training/course-outline/execution-module?hsLang=en) ![territory](https://sanctumfederal.com/hubfs/territory.svg) ##### Territory [ Learn More ](https://sanctumfederal.com/tools/territory-planning-tool/?hsLang=en) ![money](https://sanctumfederal.com/hubfs/Sanctum%20Federal%20-%202022/money.svg) ##### Money [ Learn More ](https://sanctumfederal.com/federal-training/course-outline/money-module?hsLang=en) ![plan](https://sanctumfederal.com/hubfs/Sanctum%20Federal%20-%202022/plan.svg) ##### Planning [ You Are Here ](https://sanctumfederal.com/federal-training/course-outline/planning-module) Join A Federal Sales Certification Training Class #### Ready To Get Started? Join an upcoming Live Online Federal Sales Certification Training course. Classes are two days long and held monthly. [View upcoming class dates. ](https://sanctumfederal.com/federal-training/#training-dates) Prefer something different? We offer group training options upon request and an OnDemand course option - Contact us to learn more about either of these training solution.  [![logo-white](https://sanctumfederal.com/hubfs/Sanctum%20Federal%20-%202022/logo-white.svg) ](https://sanctumfederal.com/home?hsLang=en) - [**](https://mobile.twitter.com/sanctumfederal) - [**](https://www.linkedin.com/company/sanctumfederal/) - [**](https://www.facebook.com/SanctumFederal) - [![](https://sanctumfederal.com/hubfs/Sanctum%20Federal%20-%202022/mail.svg)info@sanctumfederal.com ](mailto:mailto:sales@sanctumfederal.com) - [![](https://sanctumfederal.com/hubfs/Sanctum%20Federal%20-%202022/mobile.svg)(703) 688-2437](tel:(703)%20688-2437) ![](https://sanctumfederal.com/hubfs/Sanctum%20Federal%20-%202022/location.svg) **Headquarters** [ 530 E. 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