Deals
Map the buying committee on a deal in Naffes CRM
Large deals are never decided by one person. The buying-committee map in Naffes CRM lets you tag each person on a deal with their role and flags the key roles you have not reached yet, which is often why a deal stalls without explanation.
Steps
Open the deal's Insights
Open the deal page, then choose Insights from the header menu. If you opened the deal from the list in the side drawer, the same People section sits on its Overview tab.
Set each person's role
In the People section, click Set role next to each person and pick their buying-committee role. Then use Make primary contact on one of them.
Watch the coverage line
It shows how many key roles are covered, such as “2 of 3 key roles”. The three key roles are Champion, Decision maker and Economic buyer.
Fill the missing roles
Use the button for a missing role to add a person in it. Adding a stakeholder also links that person to the deal as a contact.
Available roles
| Role | Who it is |
|---|---|
| Champion | An internal advocate selling on your behalf |
| Decision maker | Has final authority on the purchase |
| Economic buyer | Controls the budget and signs off on cost |
| Technical evaluator | Validates the technical fit and integration |
| Procurement | Owns the vendor process and contract terms |
| End user | Will use the product day to day |
| Blocker | Actively resists or slows the deal |
Worked example
A logistics group is evaluating a fleet-scheduling platform. The rep has spoken with the operations manager, tagged as Champion, and the IT lead, tagged as Technical evaluator. The coverage line reads “1 of 3 key roles”: no decision maker or economic buyer yet. She asks her champion for an introduction, adds the finance director with the Economic buyer button, then adds the COO as Decision maker. Now she knows who the quote goes to and who must attend the demo.
Stakeholder coverage is one factor of the deal health score (20% of its weight), so filling roles shows up in the score on the deal. On the Pro plan, the data health dashboard also flags open deals that have no stakeholders at all.
Limits
Only roles and the primary flag can be edited in the visible deal UI; a stakeholder's influence and sentiment cannot be changed there today. For more on working deals as a team, see deals.
Questions
Questions 2
Can one deal have several contacts and companies?
Yes. A deal can link several contacts and several companies, with one of each marked primary.
Are the three key roles fixed?
Yes. The coverage line counts Champion, Decision maker and Economic buyer. Other roles add context but are not counted.