Sales leaders and sales professionals: are your territories setting you up for sales success or holding your team back?
In this episode, hosts Kevin Lawson and Sean O'Shaughnessey tackle the critical role of defining territories, commission plans, and account strategies. From building fair but effective territories to creating actionable plans that drive revenue generation, this conversation blends sales management insight with practical sales strategies to help you win more consistently and grow with intention.
Defining Territories with Purpose (00:23) – Why intentional design matters more than "spray and pray" selling.
Fairness vs. Evenness in Territories (01:27) – Sean explains why territories don't need to be identical, but they must be logical and fair to prevent turnover.
How Salespeople Should Approach New Territories (04:53) – Kevin outlines the mindset and business acumen required to succeed under a new commission plan.
Planning Ahead for Sales Success (08:21) – Sean breaks down how early planning impacts Q1 results, revenue management, and long-term sales processes.
The Power of Written Territory and Account Plans (12:23) – Kevin explains how documenting your strategies in a CRM enhances value selling and accountability.
Sean O'Shaughnessey (01:10): "When you're driving down the road, you're not driving with the mirrors—you're driving with the windshield. Defining your territory is incredibly important to know where you're going."
Kevin Lawson (06:00): "A new commission plan is not an indictment of past performance; it's your executives telling you how and where they want the company to grow."
Kevin Lawson (12:42): "When a plan is written, it's real. You win more often when your goals and account strategies are captured, documented, and revisited."
Write down your territory and account growth plan before the new year begins. Identify 20 accounts to expand, document the cast of characters (champions, blockers, decision-makers), and map a path to increase revenue generation. Then, enter this plan into your CRM to hold yourself accountable and align with your company's sales strategies.
Defining sales territories creates opportunities for consistent sales success, fair expectations, and scalable revenue management. In this episode, Sean and Kevin deliver practical guidance on territory design, commission planning, and how salespeople can leverage written strategies to win bigger deals. Whether you're a sales leader refining your sales management approach or a salesperson building momentum, this episode is packed with actionable business acumen and proven sales processes to elevate your results.
B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com
You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/
You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin
You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/
