In a time when account and opportunity management processes are becoming increasingly complex, Scott Leland’s PLAYER MAP system is getting a lot of attention for being just the opposite: simple, elegant and effective.
We sat down with Leland of PLAYER MAP, Inc. to find out more about how PLAYER MAP is changing the face of sales planning in companies around the globe.
In a snapshot, what is PLAYER MAP http://www.playermap.com?
PLAYER MAP is a unique way to look at a sales situation through both your client’s and company’s eyes, so you can build bridges to the people you can help, and who in turn can help you. Making real-world, we use the PLAYER MAP X-Ray (PMX) to build PLAYER MAPs, a one-page visual sales plan that helps sales professionals “See It. Create It. Win It.”
There may be hundreds of sales planning programs out there. How is PLAYER MAP different?
Those hundreds of programs look pretty much alike. From a distance they may seem different, but at close range it’s easy to see that most of them are minor variations on the same theme. And that’s part of the problem.
It seems that everyone coming out with a new variation feels a need to distinguish their program by making it bigger and more complex with all kinds of elaborate tools.
As a result, what you have is a lot of stuff that salespeople can’t really use. And the tools are so cumbersome they rob salespeople of valuable selling time. This virtually forces salespeople to hastily enter bad data or to stop using the tools altogether.
Did you run into that earlier in your career, when you represented Hewlett-Packard and IBM?
Sure. At that time companies were just beginning to use big, elaborate sales planning processes. It’s ironic that so many of them are still trying to use the same approaches two decades later, despite profound changes in the business environment. But yes, the experience of trying to implement those legacy systems is one part – the smaller one – of how PLAYER MAP came into being.
What is the larger part?
Listening. I’ve been doing this for nearly twenty years. I have worked with a substantial number of companies across many industries. In all of that, I have always listened to the salespeople I’ve worked with. As much as I’ve tried to help them, I’ve also tried to learn from them.
PLAYER MAP is a result of that effort, combined with an acute awareness that for a sales methodology to work for real salespeople, it has to be lean. There can’t be any fat. That means there is no room for theoretical stuff that sounds great in a training program but has no relevance in the real world.
But many companies have complex sales situations that involve teams of salespeople, often coming from different countries. Doesn’t their sales planning process have to be more complex?
No. Just the opposite. It has to be more simple. There are built-in complexities to multinational sales teams. You have different cultures and different languages, which are enormous hurdles to overcome. The worst thing you can do is lay on top of that a process that is unwieldy, complex, hard to learn and difficult to implement.
The great advantage of PLAYER MAP is that its simplicity has been proven to be the most effective approach to a team-selling environment. It provides not just a common language for planning, but a common communication protocol, which makes it perfect for a multinational and multicultural environment.
By pixel2013 from Pixabay