MANAGER FRAMEWORK
One lens on the sales stage. Signals for the whole journey.
TRAP is how we inspect the sales stage of your customer journey. What it finds usually points upstream and downstream too.
In the customer journey
TRAP sits in Sales. Its findings don’t stay there.
Marketing
Business Development
Sales · TRAP
Implementation
Customer Success & AM
Realism Reds → Marketing
Wrong deals start upstream
Deals that don’t look like your wins usually started with the wrong ICP.
People Reds → Business Development
Single-threaded from day one
Single-threaded deals often begin as single-threaded meetings.
Timeline + Activity → Implementation
Stretched promises stall later
Deals won on a stretched promise tend to stall after the signature.
Above your methodology
Your reps keep their methodology. Managers get an inspection layer.
Rep
Runs the deal
MEDDPICC, SPICED, Challenger
Manager
Inspects it
TRAP
Leader
Calls the number
The forecast
Your methodology tells the rep what to do in the deal. TRAP tells the manager whether it’s working. Nothing changes for your reps.