Appendix 5

Account Map and
Team Alignments

These charts help identify whom you know at the customer company and whom you do not. The Account Map chart helps paint a clearer picture of your relationship with a client point of contact and how your sales team might provide solutions to that person. The Team Alignments chart maps executives at the customer company to people at your company. For example, if Paul Adams is the president of the customer company, you might need to pull in Charlie Cooper, the president of your company, to help build the relationship.

Directions: In the first column, list executives at the customer company, including buyers and influencers. Complete the information across the row for each. For Relationship Strength, write “High” if the person will easily take a meeting with you, “Moderate” if you’ve met them and they would likely take a meeting, and “Low” if you’ve met them but they might not take a meeting. Write “None” if you haven’t met the person.

Directions: In the first column, list executives at the customer company from the Account Map. Complete the information across the row for each of the executives, mapping executives at the customer company to people at your company.