Field of Play Strategic Players

Field of Play Strategic Players

The Field of Play Strategic Players consists of individuals within your  Large Account or associated with your Large Account  that have a specific Role within the Field of Play for the account.  For more information, see  About Roles.

Fig. 32, Field of Play Strategic Players section

To add a Strategic Player:

      1. Click the Add icon to open the Field of Play Strategic Player section.

      2. Click the Search icon in the Name field and do one of the following:

        • If the desired name appears in the drop down list, select the name and proceed to step 5.

        • If the desired name does not appear in the list, click on the Search tab and proceed to step 3.

      3. Type the desired search criteria in the First Name, Last Name, or Account field and click Go.

      4. From the list of items that match the search criteria, select the desired team member to populate the name field.

      5. Click the radio button in the Role field to select the desired role.

      6. Click the radio button in the Position of the Buy-Sell Hierarchy (NOW) field to select the desired level.

      7. Click Done or click off the section to close it.

To delete a Strategic Player:

1.  â€‹Click the desired Strategic Player name and click the Trash Can icon. A message box appears asking you to confirm the deletion.

2.  Click Yes to delete or No/Cancel to cancel.

Strategic Player Position on Buy-Sell Hierarchy NOW

Determining the position on the Buy-Sell Hierarchy now is rather difficult in relationship to each strategic player when you have limited information.  The Position on the Buy-Sell Hierarchy NOW drop down selection focuses on the individual strategic player's view of your organization.  How you see yourself is located in the Buy-Sell Hierarchy Chart.  In the mean time when scrolling down and selecting a Level 1 - 5 think about the following questions:

Where are my main contacts on the account's corporate ladder?

There is a correlation between level of hierarchy relationship and level of calling.  Since business and organizational issues are the bailiwick of senior executives, developing Level 4 and Level 5 relationship typically entails calling at the VIP or director levels.  IF you're calling below that, it's unlikely that you're positioned higher than Level 3.

What are you talking about?

You might be selling multi-million dollar computers, but if you're talking mainly about product features or benefits, you could still be stuck at a Level 2 or even Level 1 relationship.  if you're talking mainly about  your product, you're not above a Level 3.

What are you sharing with the customer?

Once of the best litmus tests for the validity of a relationship is how much of your strategy and plan you share with the customer.   In building a relationship, trust is paramount.  If you have "plans" for the relationship that the Large Account hasn't bought into, you're probably not very high on the Buy-Sell Hierarchy.

For more information, see Buy-Sell Hierarchy.

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