Host a Template Workshop
Overview
At a template workshop, you’ll create MAP templates that will help your team be more consistent, collaborative, and transparent. Even if you don’t have a paper MAP to start from, we have examples.
Step 1: Benchmark your current MAP
- Ask a trusted reps and managers how they collaborate with customers today to know what’s working and what needs to improve.
- Use the Clari MAP Template Benchmark Rubric in the Align Kickoff Benchmarking Guide (attached) to grade your current MAP.
Step 2: Build our your first template(s)
- Start with 1 template for a specific market segment or product. Add more later.
- What does your champion need to win internal consensus?
- How can you get past common friction points?
- What traps can you lay for competitors?
- Will this MAP help during deal inspection?
- What files or resources would help buyers and sellers complete each milestone?
- Keep it simple! 4-5 milestones is great to start.
Step 3: Validate your template(s)
- Ask for feedback from your trusted reps and managers.
- Ask for 1 or 2 friendly customers if something like this would have helped them buy from you.
Pro Tip:
Adding MAPs to your regular workflows does not require a big change. Just keep your initial effort simple and targeted and based on what your reps are already doing.
Resources:
