Run Your Sales Cycle Like a Project 8
The Roadmap in Action
Some salespeople dislike highly structured processes and often prefer to simply “wing it.” They believe they can get by with just using their selling instincts, which they have refined over time. However, it’s a mistake to think that a salesperson can maximize their potential (and their income) without using tools that provide some structure and discipline. What makes this approach so effective, is that it’s simple, easy to implement, helps qualify the customer, and eliminates unnecessary tasks.
Consider the following example on how to use the Action Roadmap.
Rea joined his company’s selling team after several productive years as a project manager. Even though he did not have significant selling experience, he embraced using the Action Roadmap as a tool to help keep his sales cycles on track. It was natural for him to approach selling efforts like projects. He used the tool to define a structured approach to monitoring the required tasks, to facilitate regular communications with his customer sponsor, and to identify potential bottlenecks that could slow progress of his deals.
Rea also found that during the regular checkpoints documented in the Action Roadmap, he ended up orchestrating many of the activities with his customers. Getting agreement on small “asks” from Rea progressively turned into agreement on larger “asks.” By gaining incremental commitment each step of the way, Rea was able to make requests that would help him navigate through the customer organization as an insider, not a vendor.
Rea’s customers told him that his approach was professional and helped him gain their trust over time. To his customers, Rea was functioning more like a consultant than a salesperson. This experience was invaluable and led this project-manager-turned-sales-professional to winning multiple deals.
I’m DJ Sebastian, and we will cover more about the Action Roadmap in the next briefing.