Run Your Sales Cycle Like a Project 9
Final Thoughts on the Action Roadmap
The prior several briefings described what an Action Roadmap is… here’s what it is NOT.
– An Action Roadmap is quite different from an internal “closing plan” that you prepare for internal reporting purposes. The closing plan is a sales-centric document used by your selling team to provide details to sales management that will assist them in determining how well your deal is progressing, document what additional assistance is needed, and forecasting the probability of winning the deal. Sales managers and executives analyze these closing plans and review them with their salespeople. The sales manager uses the closing plan to document status, identify red flags, and provide guidance to the selling team.
Here are three Recommended Actions for you:
1) Prepare an Action Roadmap for each of your key deals. Focus on the required steps that will need to be executed with the customer. Limit the steps to those that are important. Make your milestones realistic and achievable.
2) Identify at least one primary sponsor in your customer’s organization. Review your draft Action Roadmap with this sponsor and encourage them to make changes. Gain agreement from your sponsor on the approach, the main tasks, and the major milestones.
3) Use the Action Roadmap as a qualifier and as a project management tool. Execute the steps in the roadmap and update it as needed throughout the sales cycle.
Here’s the Bottom Line.
The proper use of an Action Roadmap will accelerate your sales cycles, provide a realistic approach for the timeline and effort for both you and your customer, and signal an advance warning before the project goes off track.
I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com