IntroductionIn the fast-paced world of sales, tracking your champions' career moves is often overlooked. While companies commonly monitor when champions leave an organization, promotions within the company often go unnoticed. This lack of tracking could mean missing out on valuable opportunities to strengthen relationships, align goals, and accelerate deal cycles.

Let’s explore how tracking champion promotions can reshape your sales and post-sales strategy, and why aligning your value proposition to both company objectives and personal outcomes is critical for success.

Understanding the "What’s In It For Me?" FactorEffective discovery isn’t just about uncovering a company’s objectives. It’s about identifying the personal value to your champion. Understanding their "what’s in it for me?" can be the deciding factor in whether a deal closes by the end of the quarter or slips into the next.

Think of it as a matrix:

• High strategic initiative, high personal impact: Strong chance you’ll close the deal. Your champion sees both organizational and personal value in your solution.
• High strategic initiative, low personal impact: This person isn’t your champion. They may be an advocate but lack the personal stake needed to drive the deal forward.
• Low strategic initiative, high personal impact: If your product is low-cost, it might work. Otherwise, more discovery is needed to align with strategic goals.
• Low strategic initiative, low personal impact: Time to reassess or disqualify. The alignment isn’t there.

This framework is inherent to qualification methodologies like MEDDPICC, which emphasize proper discovery and alignment.

Why Post-Sales Tracking MattersSales teams are excellent at tracking when champions leave a company, but how often do you track when champions are promoted? Promotions are a sign that your solution has delivered value—both to the organization and to your champion personally. Celebrating these wins and tracking them at scale can become a competitive differentiator.

Imagine saying to a prospect:

“85% of our customers who deployed our solution were promoted within 12-18 months.”

This not only builds credibility but also strengthens your pitch by highlighting the tangible career benefits of partnering with your company.

Examples of Champion PromotionsHere are some real-world examples of promotions among customers who leveraged their investment in solutions effectively:

• VP of Sales ➔ President of Revenue
• Senior Director of Enablement ➔ VP of Enablement
• Director of GTM Tools ➔ Senior Director of AI and GTM Tools

These stories aren’t just fascinating statistics; they’re proof points that can drive new business.

How to Track Promotions at ScaleTo make this a reality, consider adding a custom field in your CRM (e.g., Salesforce, Dynamics, Gainsight) to track promotions. This can be a collaborative effort between sales and customer success teams. Here’s how you can get started:

1. Create a "Champion Promotion" Field: Add this to your CRM and link it to specific accounts and contacts.
2. Enable Your CSMs: Train customer success managers to track and log promotions during their regular check-ins.
3. Leverage the Data: Use this information in case studies, sales pitches, and internal celebrations to showcase your impact.

Aligning Promotions with Value PropositionsBuyers are investing not just their budget but also their personal brand and careers in your product. Recognizing and celebrating their career growth as part of your success story builds loyalty and strengthens your long-term relationship with them.

ConclusionTracking champion promotions isn’t just a feel-good exercise; it’s a strategic initiative that can set your sales motion apart. By aligning your value proposition with both organizational objectives and personal outcomes, you’ll create deeper connections with your champions and build a sales narrative that resonates.

Start tracking this today and watch how it transforms your approach to sales and customer success. It’s not just data—it’s your competitive edge.