Learn More About Wayne Moloney

Are there any books on or including Territory Sales Planning that you recommend? The 2 books I’d recommend are not specifically about sales planning: The Marketing Plan by Malcolm H B McDonald – Swap the word ‘marketing’ for ‘sales’ in this book and it gives a great foundation for territory planning. The Art of War for Executives by Donald G. Krause – an interpretation of Sun Tzu’s Art of War for business – great tips on how and why of strategic and tactical planning that can be applied to territory planning

In the field of Territory Sales Planning – Who do you most admire and why? 2 past managers taught me a lot – Bob Pealsey and Dennis Choo. Practical, no BS approach to planning and made me understand the importance of including other territory owners in my planning where appropriate. Sun Tzu’ wisdom is invaluable to anyone involved in planning. The late John Preston of Boston College School of Business for this quote…”The nicest thing about not planning is that failure comes as a complete surprise and is not preceded by a period of worry and depression.”

Are there any aspects of your own Territory Sales Planning skills that you are working on improving at the moment? Not really. I’ve been doing this for 4 decades and the process that I have in place now has been fine-tuned over that time. But with the changes in technology, I’m able to do better research on my market, individual prospects and competitors which helps me in my planning

Hobbies, Interests? Music – Blues and metal, Reading – a great way to learn and to escape, My dog – my best mate and office colleague, Motorcycling – to clear the head

How can our listeners connect with you? Check out my website – wayne@waynemoloney.com or Shoot me a LinkedIn invitation. Always happy to connect with those I can help, those that can help me or anyone who shares my interests.