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

Access the OnDemand Federal Planning Module

Learn more about how to find Federal sales leads and close business quickly within the Federal market.

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
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.
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
  • FSC
  • UEI
  • SAM
What tools are available for locating Federal sales prospects?
You can find potential prospects through government sites such as SAM.gov or an agency's website, especially through their organizational charts. You can also use commercial sites such as LinkedIn and Seamless.AI to find potential government contacts.

Learn more about finding contacts and potentials Federal sales opportunities in this guide.

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. 

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. 

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.