Part 1: Dominating the Political Game in Sales
You may deny it but the game is being played…….Hence to ignore organisational politics in the world of High Value Selling is to do so at your own peril.
If you wanted to get ahead of the political game, what are some of the pieces of information that you would want to get a handle on in order to dominate the arena? We’ve distilled these nuggets of information down to six key characteristics that are essential to know about each individual in order for us to develop a robust political strategy, they are as follows:
1.Political Status – regardless of the person’s level in the hierarchy is this person closely connected to the people that can change the direction of the business?
2.Influence – regardless of the person’s level in the hierarchy who does this person have the ability to influence and who are they influenced by?
3.Buying Role – is this person a decision maker or is there some other role which they play in the decision making process?
4.Character Adaptability – how does this person make decisions, where do they lie between being highly conservative to being extremely innovative?
5.Our Status – how does the person feel about us, positive or negative or somewhere in between?
6.Amount of Coverage – how much time do we spend with this person and is it the appropriate amount of time?
Regularly reviewing these six characteristics and taking the necessary actions timorously to manage the person under review lays the basis for executing a successful political strategy.
Tags: Account Management, Politics, Sales Strategies