How Wide and Deep is your team selling... and how can you be sure they're covering all the key players in the Powerbase they need to meet and influence?
A while back, I was doing a Big Deal review with one of our sales teams.
We started by talking about their Get-Well plan so we wouldn’t have to sell at these ridiculously low prices forever.
And then we got to my favourite part of the review.
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… the person who can actually say YES to the deal.
- Who’s the Coach, and who’s the Fox?
But before he could go through every box on the chart, I asked him a few more questions.
- Have you met the key players in person?
- Do you know what role they’ll play in the decision?
- And how do they feel about your solution?
Frustrated, he looked at me and said, I have no idea how to show you all that on this org chart…
Exactly I said
The Relationship Map
So instead of the traditional org chart, here’s what to use instead. The Relationship Map!
The Relationship Map shows you:
- Who’s in the powerbase (name/title).
- Have you met them in person?
- How do they feel about your solution?
- What role do they play in the powerbase?
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. It quickly shows who the team is selling to, and who they’re missing?
In this example, the team has done a Poor job by only covering off the technical team (green) but has no contact with all the other players in the powerbase who could impact their deal (red).
All this insight is in one simple chart that’s way easier to complete and follow than a traditional org chart.
Relationship Map vs Org Chart. It’s a no-brainer!
If you’d like your own copy of the Relationship Map, email me, and I’ll send you a copy of the excel template you can use right away.
See you next week for question #4 – What do you know about the Business Outcomes your customer is expecting from your solution, and why is that question is so important.
Think about it and let’s connect!