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Measuring the Sales Impact is an analysis of whether or not we are being effective in selling our products and services to the prospective client's organization. A similar analysis is done regarding your competitor's Sales Impact.
Sales Impact Judgements
Our Sales Impact is based upon 5 judgements:
Judgement
Description
Relationship
Do we have a strong relationship with this prospective client? Do they share information with us freely? Did our relationship start before this opportunity and will it extend beyond this sales opportunity?
Momentum
Does a decision that is favorable to our products and services have momentum with the prospective client's organization? Are people anticipating us?
Alignment
Is there an alignment between our organization and the prospect's organization? For example, are we a significant customer of theirs? Alignment must be both significant and material to have an impact. It is not "our style of business fits them" or "our guys get along with their guys".
Dominance
Do we have sales dominance in this situation? Is our sales approach all that it could be and all that the customer expects? Remember to rate this from the prospective customer's point of view.
Politics
Are there politics within the prospective customer's organization that are working in our favor, or possibly against us? For example, if we are selling a software program that improves manufacturing productivity, is the IT department an active ally for our solution?
Competitive Sales Impact Analysis
You may also do a sales analysis based on your understanding of your competitor's Sales Impact.
Other Sales Analysis
All five judgements of the Sales Impact are also considered in the Position and Advantage Sales Analysis.