Improve Sales Performance With This 2x2 Matrix

Complete this 2 x 2 matrix to pinpoint the disengaged accounts you can likely re-engage—so you know where to focus the majority of your efforts for maximum impact.

Of course, you’ll work the accounts you feel are most likely to close (accounts with positive sentiment and high engagement). That’s a given. But what about all your other accounts? Do you have a targeted approach for prioritizing deals?

Don’t spin your wheels trying to work every account with the same level of effort.

Take a more strategic approach by identifying your “Distracted Champs” — accounts with positive sentiment and low engagement — and focusing more heavily there.

How this exercise works:

For each opportunity, answer five questions pertaining to sentiment and five questions pertaining to engagement. In doing so, you’ll need to recall:

Language cues

words, phrases, contextual cues, share of voice

Tonal cues

tone of voice, inflections, hesitation

Non-verbal cues

body language, facial expressions, reactions, eye gaze

Tally up your score

Map each opportunity on the 2 x 2 matrix.

The exercise will help you to:

  • Visualize customer sentiment (positive/negative) and engagement (high/low)
  • Stack rank deals so you can focus on deals that are most likely to close
  • Finish the quarter strong

I Want to Improve My Sales Performance