Over the course of my sales career, I have noticed that there is one thing that consistently separates "great" sales people from "good" ones. That something is focus. A proactive and strategic approach to territory management is what takes sales people who have great selling skills and who are highly motivated to succeed to the next level.
 
During the 20 plus years I have been in sales, it has frustrated and amazed me that with all of the sales process solutions in existence to help with opportunity and pipeline management, I could not find a standard set of tools and templates to guide field sales people through the process of developing territory-level sales plans. So I started developing tools for myself to help plan my activities in the various territories that I have covered as a sales representative. As a sales manager and consultant, I formalized the planning process, and enhanced the tools and templates to make the planning process more valuable and easier for sales people to complete. During that time, I implemented customized versions of these tools for the companies and sales teams that I have worked with.
 
It naturally followed that the tools and concepts behind territory planning became refined to a point where I embarked on a mission to create an industry standard - the first complete Sales Planning Process to help guide sales people through the process of proactively developing strategic territory-level sales plans. The need for a defined Sales Planning Process has been unaddressed by the market for as long as I have been in sales. So I started HarvestGold, and formalized the HarvestGold Sales Planning Process to help sales people apply the kind of business planning skills to territory sales that are absolutely required to make good sales people great, and to make great sales people even better than they already are!
 
It is my sincere belief that the HarvestGold Sales Planning Process will significantly enhance the earnings and careers of every single sales person who takes the time to invest in developing strategic territory-level sales plans. As a final word, your feedback, input and advice are critical as HarvestGold continues to enhance the current planning process and tool set. And your suggestions for the development of complimentary sales tools and processes are also welcome. No sales process is ever "done" - it evolves based upon feedback from the field and the changing needs and conditions of the market. So please contact me anytime with your comments and suggestions.
 
Thank you, and good selling!
 
Steve Lippock