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A Sales plan or a Territorial plan is simple to create, should be the tool we use for communicating our efforts and should be kept updated constantly. It’s amazing that when we plan our business, we tend to have business. Sir William Osler said, “When plans are laid in advance, it is surprising how often circumstances fit to them.” This article tracks a young man's effort to build his business without the use of a sales plan and the advice given to him by a seasoned veteran. Advice that all of us should take dearly to heart.