Introducing TRAP, the Manager Methodology
Closing the Void Between Rep Instruction and Exec Expectation
Let's face it – at many companies, instructions for sales management is murky territory. There's often no established process or guidance on how to navigate it effectively. Sales managers are left to their own devices, but what if there was a better way? What if managers had a structured framework to follow?
That's where TRAP comes in. It's a comprehensive deal management framework purpose built for sales leaders to remove the guesswork from the equation. With TRAP, managers can systematically review deal details, identify potential risks, and coach reps with confidence. We understand that your sales managers are stretched thin, which is why TRAP streamlines their efforts, guiding them towards areas of past success.
TRAP is an acronym for the four critical categories of data points for deal management. Each measurement will be specifically benchmarked and mapped against your sales cycle and historic successes.
Timeline:
How a TRAP Manager thinks:
Time is a measurement tool against past success and a way to identify level of interest. They use the timeline of deals won to measure against and identify where deals start slowing. Time is also used to identify level of interest, they know serious buyers working on priorities keep moving forward, if progress stalls that is an early warning sign of a problem.
Measured with:
Opportunity Age (compared to past wins)
Stage Duration (compared to past winning sales cycle stage length)
Close Date (time left compared to winning sales cycle)
Close Date & Stage (time left compared to winning sales cycle)
Realism:
How a TRAP Manager thinks
Past won deal context is used to identify anomalies which are risks in the deal. They use these elements as a check and balance to find anomalies, they know doing anything for the first time is a bigger risk than winning where you have many past successes.
Measured with:
Pain Point
ICP Profile
Deal Amount
Tech Stack
Activity:
How a TRAP Manager thinks:
Prospect activity in the deal from key stakeholder(s) is used as a barometer of health. The focus is on how broad the engagement is/was, who the engagement was with (in terms of seniority and role in the decision), how long it has been since that engagement, the consistency of the response to outreach from rep and what was their organic outreach from the prospect.
Measured with:
Last Contact with stakeholder(s)
Last Meeting with the account
Amount of Activity (# of touches w/ responses)
Breadth of Activity (# of contacts)
People
How a TRAP Manager thinks:
All decisions today require multiple stakeholders to sign off on a purchase. Reviewing who is involved compared to winning deals helps to validate we are talking to the right roles. Gaps in this engagement with key roles( i.e. single-threaded engagements) or weak engagement (emails versus calls/meetings expand the risk in winning the deal. Furthermore, we have the ability with call recording and emails see what the people are actually saying and compare that to the reps perspective to better understand reality.
Measured with:
Champion
Key Stakeholders
Engagement
Customer’s Words
The TRAP framework seamlessly integrates into your existing processes. It effortlessly aligns with your established sales methodology and processes, acting as a natural extension. Think of it as the missing puzzle piece that completes your company's forecast segmentation strategy.
The beauty of TRAP lies in its simplicity and clarity. By adopting this methodology, you'll experience consistency, catch issues before they escalate, and reclaim lost revenue. Say goodbye to slipped deals and unexpected surprises – TRAP provides a clear roadmap for where to focus your time and energy.
So, if you're ready to elevate your deal management game and drive results like never before, join us in embracing the TRAP Framework. Your journey to clarity, consistency, and effective deal management starts here.
But TRAP isn't just for anyone; it's crafted with care for companies navigating the challenges of new sales leadership. If you're grappling with forecast accuracy, slipped, or stalled deals, TRAP is designed with you in mind. Say goodbye to the frustration of declining win rates and elongated sales cycles – TRAP is here to help.
