谁是你的冠军？
谁是你的冠军？<p>销售代表们在每次季度业务回顾（QBR）中几乎都听过这个问题一百次。<p>然后你回答：“X先生”。<p>X先生是一个冠军还是一个教练？<p>接着你感到困惑，回去查阅销售学术资料以了解冠军和教练之间的区别。<p>不久你妥协了——是的，我想X先生是一个教练，而不是一个冠军。<p>然后下一个问题来了：<p>X先生向谁汇报？<p>你思考了两次。你知道这个名字，但在QBR的压力下很难回忆起。<p>在你还没想清楚之前，跳级领导问：<p>EB是谁？X先生向他汇报吗？他会影响X先生吗？<p>我经历过许多次QBR，特别是在那些需要几个月才能完成的机会中，绘制利益相关者的关系图是销售代表是否了解情况的首要标志。<p>如果你也在这方面感到困扰，可以看看RubberDuck.Sale。我们昨天推出了利益相关者关系图，你可以免费使用它来提升你的QBR。
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Who is your champion?<p>Sales reps have heard this question a hundred times, pretty much in every QBR you have sat in.<p>And you reply: "Mr X"<p>Is Mr X a champion or a coach?<p>And then you're confused going back to sales academics to learn the difference between a champion and a coach.<p>Soon you give in - yeah I guess Mr X is a coach & not a champion.<p>Then comes the next question:<p>Who does Mr. X report to?<p>You think twice. You knew the name but the pressure of QBR is too high to recall the name.<p>And before you could think more, the skip leader asks:<p>Who is the EB? Does Mr. X report into him? Does he influence him?<p>I have gone through many many QBRs, and mapping the stakeholders in opportunities especially the ones that take months to close is a number one sign that the sales rep knows his s*t.<p>If this is something you struggle with as well, check RubberDuck.Sale. We rolled out Stakeholder Mappings yesterday & you can use it to make your QBRs better - free of cost.