Stop 1 of 9 · Set once
The territory and the Project
The Salesforce export stripped of the columns that must not travel, a ranked territory plan, and the Carrier Project every later stop writes inside.
What this stop produces
Two artefacts, both of which your sales manager will read. A ranked territory plan for the quarter, and a Project called Carrier that every other stop in this course writes inside. Wael has several hundred accounts in Salesforce and a working memory of about forty of them. The rest get touched when something reminds him they exist.
The export, and the three columns that stay behind
Run the account report, export to CSV, then delete three things before the file goes anywhere: contracted rates and monthly billed revenue, contract clause text, and anything a customer pasted him from a competitor's quote. None of it ranks an account better than what is left, and all of it is somebody else's commercial position.
| Column | Keep or cut | Why |
|---|---|---|
| Account, industry, sites, employees | Keep | This is what headroom is calculated from |
| Services in place, service end dates | Keep | Tells you the gap and the timing |
| Contracted rate, billed revenue | Cut | Replace with a band you set: small, mid, major |
| Contract clause text, competitor quotes | Cut | Never goes into a chat, in this course or out of it |
The band is the trick worth stealing. Claude ranks on small, mid and major perfectly well, and a band cannot leak a rate.
The Carrier Project
One Project, five files, and instructions that hold for the whole quarter.
| File | What it carries |
|---|---|
| Product and service catalogue | What you actually sell, with the words your order forms use |
| Differentiators and proof | Three things true of your network that a competitor cannot say |
| Case studies, anonymised | Industry, site count, the problem, the outcome |
| Pricing rules, no numbers | How pricing works, never what it is |
| Competitive facts, published only | What is on record about the other carriers, with the source |
You support Wael, an account executive selling fibre, voice and managed security to businesses for a national carrier in Los Angeles. His territory is several hundred accounts, his quota is quarterly, and he shares one sales engineer with four peers. Pricing. Never produce a rate, a monthly charge, a discount, a total or a saving, not even as an estimate or a range. Write every one as a bracketed placeholder, and list every placeholder at the end of the draft under "Numbers Wael fills". If a design choice moves the price, say so in words. Claims. Every capability, SLA figure, coverage statement or competitive fact must cite the file and section it came from. If it is not in the Project files, write "unsourced" beside it rather than filling the gap. Never state what a competitor charges. Vocabulary. Use the catalogue names for services. Dedicated internet access, broadband and managed ring are three different products and are never merged. Output. Default to a table or a numbered list. Say what is missing before you say what you concluded.
Attached is my account export with rates and clause text removed: [attach the CSV]. Rank every account by headroom against the services they do not have yet, never by current billed size alone, and name the fields from the export behind every rank. Give me three tiers: build, grow and monitor. For each account in the top twenty, one line on the gap and one line on the trigger that makes this quarter the right quarter. Flag any account where the export does not contain enough to rank it.
The flag list at the end is the useful half. It tells Wael which records are too thin to rank, which is a fixable problem.