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.

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

Need instructor-led training?

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:

Product
Competition
Federal Total Addressable Market
Federal marketing approach
Federal partner approach

Learn How To Build A Federal Business Plan

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
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 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.

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.

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.