Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Why? Increasingly, a lot of selling is going on when the salesperson isn’t there, so the salesperson needs someone to tell their story when they’re not around.
There are many reasons why this is happening, from purchasing decisions increasingly shifting to new products or buying committees where the salesperson can’t directly make their case, to restricting the amount of time the salesperson has access to decision-makers – which is very common now in hospitals. One thing is certain: This trend will become more prevalent, rather than less prevalent.
What role might salespeople want their internal champion to take on when they are not there? Here’s a starter list:
Be your advocate
Obtain information
Provide feedback about what went on
Lay the groundwork for your devices as well as tee up meetings for you with others
Alert you to obstacles and potential problems
Influence others in the account
Clarify misinformation shared by your competitors
Watch your back
Position you with others like administration and buying committees
Provide competitive intelligence, and of course, wouldn’t it be nice if they were able to close the deal?