Companies can provide structured processes and thinking frameworks to help FLMs create better business plans. “AN effective regional plan helps FLMs gain access to company resources, allocate those resources more effectively, create more realistic objectives and forecast targets and make better business decisions for driving results, “says Tony Yeung, an Associate Principal at sales and marketing consulting firm ZS Associates. For example, sales leaders at a medical device company provide FLMs with a framework for creating a regional business plan. They also provide salespeople with framework for creating territory plans that align with the regional plan (see Figure 7-6). FLMs receive training around the framework and get online business-planning tools that support framework activities