Here at Membrain, we understand how the various stakeholders of a sales project can sway a sales decision, based not just on how much influence they have in the decision process, but also on their attitude towards the project itself.
With the Dynamic Process Tools add-on in Membrain, using the Stakeholder Influence and Attitude tracking capabilities is even easier to visualize the bigger picture. You gain a more solid understanding of the views and opinions each stakeholder has in a project, as well as how they may or may not influence the outcome.
The views or opinions each stakeholder has about the project in question, are illustrated in a color-coded face icon to the left of the stakeholder's name.
To begin mapping out the influence and attitude of the stakeholders within a project:
Here you can choose between different options which best describes the stakeholders influence and attitude regarding this project.
The words used to describe the attitudes and level of influence are editable to suit your organisations terminology. Your admin can do this from System Setup - Sales Projects - Influence and Attitude.
This is presented as a ring around the face. A small piece of the ring symbolizes minor influence, half a ring symbolizes significant influence, and a full ring symbolizes the most influence possible, decisive influence.
This is symbolized in 5 different expressions, ranging from a red angry face, to a bright green happy face.
In addition to tracking and visualizing stakeholder influence and attitude, the Dynamic Process Tools add-on allows users to filter their view by stakeholder attitude and influence.
This functionality lets you focus on specific groups of stakeholders. For instance, you might want to identify stakeholders who have a positive attitude and significant influence to engage them more effectively. To use the filter:
The view will then only display stakeholders matching your filter criteria, allowing for a more focused approach.
Stakeholder Influence and Attitude can be effectively used as conditions for Rules, which then can indirectly trigger events.
For instance, you can set up a rule that monitors changes in the Influence or Attitude of stakeholders. If a stakeholder with significant influence has a shift in attitude from positive to negative, this could trigger a red or yellow flag.
Once the flag is raised, an automated event can be triggered to, say, send a Membrain Guide message to the project owner. This can alert the sales team to take immediate action. For more detailed instructions on how to configure rules and automated events, please refer to our dedicated articles on setting up rules and creating automated events.
Remember, the functionality to track, visualize, and filter Stakeholder Influence and Attitude is only available with the Dynamic Process Tools add-on. Contact your administrator or Membrain representative if you don't have this feature and are interested in enhancing your sales strategy toolset.
