In sales there’s nothing quite like the thrill of chasing a big deal. You know the one — the deal that could make your quarter, impress your manager, and maybe even earn you bragging rights at the next team meeting. But the truth is, no matter how polished your pitch is, how confident your delivery feels, or how perfect your proposal looks… you could still lose it.
Why? Because you didn’t have a clear map of who really holds the power in the buying process.
That’s where Power Mapping comes in — and if you’ve never used it before, it could be the game-changer your sales strategy has been missing. At KONA Training, we’ve seen it transform sales teams from “good” to “unbeatable.”
So, what is Power Mapping?
Think of Power Mapping as creating a GPS for your deal. It’s the process of identifying all the key players involved in a buying decision — not just the decision-maker’s name you were given, but everyone who influences them.
It’s understanding:
• Who has the authority to say yes
• Who can say no
• Who holds sway behind the scenes
• Who’s quietly sabotaging your deal without you even knowing
If you don’t map this out, you might find yourself spending hours building rapport with someone who likes you… but can’t actually sign off on the deal. That’s a fast track to frustration.
Why skipping Power Mapping can sink your deal
Imagine this – You’ve been talking to a friendly contact for weeks. They love your solution, they nod enthusiastically at every demo, and they assure you it’s “looking good.” You’re feeling confident.
Then… radio silence.
When you finally find out what happened, it turns out there was an internal meeting you weren’t even aware of… and another department head vetoed the deal because they had concerns you never addressed.
That’s the danger of flying blind. Without Power Mapping, you risk missing critical influencers, failing to address hidden objections, and ultimately losing to a competitor who simply knew the playing field better than you did.
At KONA Training, we train sales teams to never let this happen. Our process ensures you uncover every stakeholder, understand their motivations, and strategically win over each one.
How to start Power Mapping
Here’s how you can integrate Power Mapping into your sales process right now:
- Identify all stakeholders early
Don’t wait until you’re halfway through the sales cycle to ask who else is involved. From your very first conversation, make it a priority to uncover the names, roles, and responsibilities of everyone connected to the decision. - Understand each person’s influence
Not all stakeholders are created equal. Some hold budget control, others influence technical decisions, and some act as gatekeepers. Assign each one a level of power and influence so you know where to focus your energy. - Map relationships between stakeholders
This is the secret sauce. Knowing how stakeholders relate to each other — allies, adversaries, mentors, or rivals — can help you navigate tricky internal politics and avoid stepping on toes. - Tailor your messaging for each person
A CFO cares about ROI. An IT manager worries about integration. A frontline user just wants to know the solution will make their life easier. By mapping this out, you can speak each person’s language instead of delivering a one-size-fits-all pitch.
Why Power Mapping is more than a sales tactic — it’s a winning habit
Here’s the thing, Power Mapping isn’t just for massive enterprise deals. Whether you’re selling to a five-person company or a Fortune 500 giant, understanding the power dynamics will always give you an edge.
When KONA Training works with sales teams, we don’t just teach Power Mapping as a checklist item — we build it into their culture. It becomes second nature, something they automatically do before making a single pitch.
The results?
• Shorter sales cycles
• More accurate forecasting
• Higher close rates
• And fewer “surprise losses” that leave you scratching your head
Your next big deal could be hanging in the balance right now. You might be one conversation away from sealing it — or losing it to a competitor who simply did a better job of reading the power dynamics.
Don’t leave it to chance. Learn the skill, practice it, and watch your win rate climb.
At KONA Training, we’ve helped countless sales teams master Power Mapping so they can consistently close bigger, better deals — and we can help yours too.
Ready to make Power Mapping a standard part of your sales playbook?
Contact KONA Training today for tailored Sales Training that will give your team the tools, strategies, and confidence to win your next big deal — and the one after that.
Call 1300 611 288 or Email info@kona.com.au
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
