16 November 2009 | Miller Heiman

If you could only ask one question of your sales team this week to move sales forward, ask this:

Do the key players from our organization align with the key players in their organization?

For a sales organization to be efficient, all parts must be properly aligned internally for efficient communication and action.

In that respect, imagine what sort of impact a company could make on its sales revenue when it strategically aligns its members  to the key players within a customer’s organization. By matching individuals from the client’s company to those within your organization that hold the same responsibilities, the ability to communicate clearly and to quickly address those individuals’ concerns become more powerful.

For those accounts that represent strategic opportunities, it may not be enough to simply identify key players. Organizations looking to achieve larger objectives with their key customers will need a game plan to move initiatives forward.

photo credit: A.M.Kuchling