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.

A man with glasses analyzing a graph displaying the engagement of a person, aiming to improve sales performance.

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