Sales Modeling

More complex sales opportunities (versus tactical, small ticket) demand “executive bridging” protocols and methodologies.  If nothing else, these exercises dramatically increase close rates.

How is this accomplished?

Step 1 (usually conducted by the sales person) is creating an organization map or matrix which is based upon an organization chart.  For example, matrix identifies titles, roles and influences which clarifies executive sponsor as well as ultimate decision maker (i.e. person who signs the contract.)

Step 2 is mapping executive sponsor(s) from your company with appropriate counterparts per step 1.  Essentially, the sales person will identify a corresponding executive sponsor from his/her company to interface as dictated by opportunity.

It is really quite simple, but elegant in execution.  But, there is an important mutual communication dependency.  It is advised to have sales person properly debrief his/her company’s executive sponsor(s) and then afterwards (be it in-person, phone, or email interaction) have sponsor reciprocate with debrief which states clear and relevant action items necessary for sales person to close deal.  Obviously, a proper debrief document which is concise and delivers articulate talking points and summary is critical to success.