Comments on: Holy Matrix Batman!

By: Tibor Egervary

Tibor Egervary — Thu, 13 Dec 2007 17:32:05 +0000

Just remember, “everything happens at the intersections.” Having operated in a matrix structure at an F500 corporation, I’ve also seen some of the struggles the people within them go through. Always remember and appreciate that the partners you are working with have to navigate resource and influence competition of their own within the matrix. For example, you may find that getting enough information to further your process is hard work because there is strain on those resources. It’s the time to make sure you are offering all the assistance you can in terms of information, specifications, and testimonials from colleagues who may be connected to your partner. It’s a 3D sale!

By: Ron Wickline

Ron Wickline — Wed, 24 Oct 2007 02:21:13 +0000

This is a common issue in organizations and happens primarily to people interacting between departments as part if a team. The concept of “influence management” as it is commonly described is actually another form of selling but in this case you’re trying to sell your ideas vs. a product. It’s one of the highest levels of selling and frequently the down fall of young managers trying to get to the director level (there are lots of sharp elbows as you go higher up the organizational pyramid).

Influencing others to follow your recommendations or ideas involves describing a vision, selling the value to others as well as the organization. It requires a common principle of adult education that allows others to take ownership of ideas and feeling as if they originated the thought. People always believe what they say more than what someone else says so the trick is to get your thought out through the verbage of others.

If you’re now skilled at influence management selling a great placea to learn is by working in a group of volunteers, a church group or a community project. Getting others to follow your ideas can be extremely rewarding, especially if you’re helping others.

Good luck!

By: Dave Cooke

Dave Cooke — Mon, 20 Aug 2007 20:54:47 +0000

Thanks for your comments and thoughts. I am a huge believer in the matrix approach. First, it binds sales people to the organization and a wider variety of resources. This eliminates the lone wolf mentality. Second, it provides better collaboration in the selling model as their are more people to engage. In the strategic process, this is a powrful tool once the sales people learn to access them. Finally, when used as a component of the account management process, it provides the customer with more resources at their disposal. Obviously, this is a plus as the customer experience is elevated if there is a larger more committed team to support them.

I am a big believer in the capabilities associated with fully empowered cross functional teams. It has been a key component of my professional success and I support its model on a daily basis. Thanks for your opportunity to comment.

By: Ethan Weiss

Ethan Weiss — Mon, 20 Aug 2007 19:10:36 +0000

Todd – Glad this idea spawned its own topic. Aside from what was attested previously regarding relying on my sales leader for feedback and coaching, some other “working the matrix” tips I have are:

View everyone within the matrix as a “customer”. As an internal customer, I am selling them my personal brand and the vision for our team. It rallies them to you now in the near term, and as you mention, you have great contacts within the business for help with future moves and opportunities.

Understand, as you intimated, that Leadership without authority requires a great deal of influence and collaboration. Know that everyone within the matrix is individual, and as such needs to be treated individually. Maxwell’s “360 Degree Leadership” and Sanborn’s “You Don’t Need a Title to Be a Leader” are great lessons in how to lead “around”, “down”, and “out” to other team members when you don’t wield the big stick.

Finally, you have to own the Accountability and realize at the end of the day you’re responsible for the result – it will not get “lost” in the matrix in pricing, delivery, legal, finance, or any other section or team member. “Working the Matrix” does not mean relinquishing the wheel; you do indeed have to be continually working to ensure you’re leading and overseeing all areas as necessary.