The Audible-Ready Sales Podcast When Leadership Changes in Your Account
Jan 16, 2024
Diana Sheley, Force Management facilitator and sales effectiveness expert who advises sellers on account strategy. She talks about preparing for leadership change, mapping influencers to avoid single-thread risk, onboarding new leaders as a subject matter expert, validating and activating champions, and reaffirming decision criteria with strong proof points.
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Episode notes
Map The Collective Yes
- Do map the collective yes by identifying all leaders and influencers, not just the decision maker.
- Build relationships across the political landscape and cultivate multiple champions so one departure doesn't derail the deal.
Educate New Leaders With A Heat Map
- Do quickly educate new leaders on prior work using clear visuals and measured success criteria.
- Share a heat map of initiatives and explain how success will be measured to reduce their onboarding noise.
New Leaders Have A Honeymoon Window
- New executive hires have a honeymoon period and limited resources to stamp their agenda.
- If they don't adopt your initiative quickly you'll be deprioritized because they need to show impact fast.