Prioritizing Stakeholder Need

Your decision has real impact.

We make decisions everyday on the job. Sometimes we face decisions are hard, and when there is more at stake, we want to make sure that we did the best to make the right decision, took the right action, and did it in a timely way. We also want to make sure "why" we are moving forward in one direction or another. Your sales team is often confronted with situations that are very complex and they will have to prioritize their decisions in order to determine how to sell to a buyer. At the same time, they have a responsibility to the success of a business result that is expected by the stakeholders that are supporting their job.

Who are the Stakeholders?

Who and what are really affected by your decision? This is where prioritizing stakeholder needs becomes a critical insight for you to keep in mind. Generally, the stakeholders will be the organization you work for, the executives, your immediate team members, and / or your boss. As a Trainer, you are touching many different lives. The people who are most affected by your decision have a "vested" interest in what you say and do. What you say in your class is important. How you deliver your sales leadership or management course and message of instruction is equally important. You are affecting people.

Ranking Priorities

It is very importance that you have your priorities in order. ASTD Sales Training Drivers says to "Identify the true nature of the need" and explore the root causes to ensure accurate understanding and scope of that need. Before proceeding, you should be prioritizing the critical causes. "Determine the most appropriate plan of action based on needs analysis and prioritizes actions, resources, and time."