A Coach's Path To $10 Million

A little over a month ago I got the chance to present to over 150 people. My topic: Territory Planning That Sells: A Coach's Path to $10M.

In the talk I shared a document that I had people reaching out to me after the call asking for it. So much so I even landed a client out of it, and she was pumped about how it was able to help her.

Which is why today’s article is about the importance of territory planning, plus I am including a video of the Systematic Recruiter Blueprint. The document that landed me a client, and had people from my call all asking to get their hands on it.

Grab Your Blue Print

Territory Planning: The Foundation of Predictable Revenue

"Give me six hours to chop down a tree and I will spend the first four sharpening the axe." - Abraham Lincoln

This quote perfectly captures why territory planning matters. Too often, we rush into prospecting without properly organizing our approach. Leading to lost time, frustration, and minimal to 0 revenue growth.

Which is why I teach people to think of your territory plan (the list of target accounts) like a collection of rocks, gravel, and sand. Your quota/revenue goal is a jar, with your goal being to fill it airtight with the materials at hand.

Look at your target accounts like this:

• Rocks (A Accounts): Your largest opportunities requiring significant investment
• Gravel (B Accounts): Mid-size opportunities with moderate effort needed
• Sand (C Accounts): Quick wins that fill the gaps between larger deals

I have spoken with over 200+ recruiters alone last year, and almost all of them have a territory plan that is typically filled with 300-400 accounts. If each account has roughly 10 people on average to reach out to, you need to touch 3000-4000 contacts a year. Which is borderline impossible to do the right way. .

Instead, you should do this:

After we start to create our Top 50, we can then create an account focus plan to ensure we are moving the ball forward (video #4 in the blueprint which you can grab here).

One key point: review these goals weekly to stay accountable and make adjustments based on market changes.

Remember: The best territory plans aren't static documents. They evolve as you gather intelligence and deepen relationships. Start small, stay consistent, and adjust as needed.

Which is why I created this guide for you. It will allow you to stay organized as I have yet to see a CRM that is capable of this.

It will prevent you from having shiny object syndrome, bouncing from one new account to another making little traction towards your goal.

All of this, along with a video series to go along with it, which you can grab here:

Grab Your Blue Print

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