Communication Breakdown

Do we have a failure to communicate in sales leadership?

There may be a communication breakdown in understanding of the intention and expectation for sales leaders. Outlined in the following images is an all too common breakdown between executive expectation and manager understanding we see often at businesses.

- Executive wants confidence, accuracy and risk mitigation in deal management and the subsequent forecast.

- Manager thinks this means information validation from the rep and CRM reports

This creates the confusing back and forth where both parties who think they are talking about the same thing and driving to the same goal which is winning more business in a predictable way, but in fact they are talking past each other.

We believe the missing piece is clarity of expectation. A framework that can outline what "reviewing" a pipeline and forecast means and a threshold to use to determine if this data point is good or bad. TRAP is meant to fill this gap and provide objective clarity by equipping leaders with the "how" that is so often missing.