TSSL #04: How Wide and Deep is your team selling...
Read Time: 3 Minutes
A while back, I was doing a Big Rock Review with one of my clients (part of a structured sales review process I teach in the Winning the Six-Figure Sale program), and things got a bit testy!
We started by talking about the teams’ Get-Well plan so they wouldn’t have to sell at these ridiculously low prices forever.
And then we got to my favourite part of the review.
The Powerbase
This is where the rep identifies all the Key Players in the account they need to meet and influence.
I started by asking the rep some pretty basic questions.
- Who are the Technical recommenders and Technical decision-makers?
- Who’s the Financial decision-maker?
The person who has the discretionary ability to spend the budget or reallocate funds from other budgets.
The person who can actually say YES to the deal instead of just No.
- Who’s the Coach, and who’s the Fox?
The rep looked at me like I had two heads and then pulled out the org chart her prospect had given her.
But before she could go through every box on the chart, I asked her a few more questions.
- Have you met the key players in person?
- Do you know what role they’ll play in the decision?
- How do they feel about your solution?
Frustrated and starting to get upset, she looked at me and said, I have no idea how to show you all that on this org chart…
Exactly I said; the org chart doesn’t tell the whole story.
The Relationship Map Does
So, instead of the traditional org chart, use the Relationship Map instead.
The Relationship Map answers these critical questions:
- Who’s in the power base (name/title), and what role do they play?
- Have you met them in person?
- How do they feel about your solution?
The Relationship Map tells YOU a tremendous amount about the quality of the teams’ sales campaign by showing you how wide and deep the team is selling into the account.
- Green is good
- Red is not
The Relationship Map quickly shows whom the team is selling to and whom they’re missing.
In this example, the team has done a pretty good job of covering off the technical buyers and influencers. They even have a coach.
But… the team hasn’t yet met or influenced the key decision makers (the economic decision maker, the chief security officer and the fox- all still red).
All this insight (red vs green) in one simple chart that’s way easier to complete and follow than a traditional org chart.
The Relationship Map helps keep everyone’s blood pressure down by answering some very important questions… before it’s too late.
Relationship Map vs Org Chart. It’s a no-brainer!
- Ping me if you’d like a copy of the Relationship Map (an easy-to-complete excel template) with instructions on how to use it with your team.
- See you next week when I’ll ask: What 2 questions can you ask to improve your forecast accuracy?
See you next Saturday.
Great selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.
About the Newsletter
1200+ sales leaders get one tip to Lead, Grow and Overachieve their sales targets every Saturday morning (in less than 4 minutes).
Connect with me
TSSL #04: How Wide and Deep is your team selling...
Read Time: 3 Minutes
A while back, I was doing a Big Rock Review with one of my clients (part of a structured sales review process I teach in the Winning the Six-Figure Sale program), and things got a bit testy!
We started by talking about the teams’ Get-Well plan so they wouldn’t have to sell at these ridiculously low prices forever.
And then we got to my favourite part of the review.
The Powerbase
This is where the rep identifies all the Key Players in the account they need to meet and influence.
I started by asking the rep some pretty basic questions.
- Who are the Technical recommenders and Technical decision-makers?
- Who’s the Financial decision-maker?
The person who has the discretionary ability to spend the budget or reallocate funds from other budgets.
The person who can actually say YES to the deal instead of just No.
- Who’s the Coach, and who’s the Fox?
The rep looked at me like I had two heads and then pulled out the org chart her prospect had given her.
But before she could go through every box on the chart, I asked her a few more questions.
- Have you met the key players in person?
- Do you know what role they’ll play in the decision?
- How do they feel about your solution?
Frustrated and starting to get upset, she looked at me and said, I have no idea how to show you all that on this org chart…
Exactly I said; the org chart doesn’t tell the whole story.
The Relationship Map Does
So, instead of the traditional org chart, use the Relationship Map instead.
The Relationship Map answers these critical questions:
- Who’s in the power base (name/title), and what role do they play?
- Have you met them in person?
- How do they feel about your solution?
The Relationship Map tells YOU a tremendous amount about the quality of the teams’ sales campaign by showing you how wide and deep the team is selling into the account.
- Green is good
- Red is not
The Relationship Map quickly shows whom the team is selling to and whom they’re missing.
In this example, the team has done a pretty good job of covering off the technical buyers and influencers. They even have a coach.
But… the team hasn’t yet met or influenced the key decision makers (the economic decision maker, the chief security officer and the fox- all still red).
All this insight (red vs green) in one simple chart that’s way easier to complete and follow than a traditional org chart.
The Relationship Map helps keep everyone’s blood pressure down by answering some very important questions… before it’s too late.
Relationship Map vs Org Chart. It’s a no-brainer!
- Ping me if you’d like a copy of the Relationship Map (an easy-to-complete excel template) with instructions on how to use it with your team.
- See you next week when I’ll ask: What 2 questions can you ask to improve your forecast accuracy?
See you next Saturday.
Great selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.
About the Newsletter
1200+ sales leaders get one tip to Lead, Grow and Overachieve their sales targets every Saturday morning (in less than 4 minutes).
Connect with me