Managing Decision Makers

Managing Decision Makers (Diagnostics, Templates, Checklists and Process Guides)

Identifying the Decision Making Unit (DMU) and who are the key decision-influencers or decision-makers within the unit is crucially important to sales success and ongoing account management. This detailed resource includes: - Analysing the Decision Making Unit, plotting the concerns, role, success criteria, focus and questions of key decsion makers and what they look for, with worked examples for 4 model influencers included - Identifying perceptions of DMU members: the problem perception, the growth perception, the running smoothly perception, the arrogant perception - an analytical tool for plotting influencers, perceptions and receptivity - Influencing Individuals: 4 types of influencing style explained and applied - Gauging and responding to reactions - Managing decision makers and decision influencers; plotting a stakeholder map - Compiling a stakeholder strategy chart


This resource covers in depth how to identify and analyse the needs of decision makers within the customer in the sales process. Decision makers can fulfil a number of roles including budget holders, users of the product/service, specialists/internal advisers and sponsors/champions. It is important for the sales person to recognise these types and to influence them in the sales process and present to them effectively as a decision making unit. Decision makers have different interests, motivations, concerns and ‘political’ interests all of which need to be properly managed by the sales person. We provide a detailed process and guideline for achieving success in all these areas of effective decision maker management.

Other related documents