Commercial role-to-jobs map

The decision it supports

Use the commercial role-to-jobs map to compare unlike items without forcing them into one undifferentiated ranking. The working view makes journey stages, jobs, and roles visible so discussion can move from general opinion to a specific action or decision.

When to map the portfolio

Use the commercial role-to-jobs map when a list in market, go-to-market, and pricing contains materially different cases that should not receive the same response. The matrix is useful only when the anchors for journey stages, jobs, and roles can be supported with evidence.

How the matrix works

The commercial role-to-jobs map is a two-dimensional comparison that gives different positions different management responses. Its core working elements are journey stages, jobs, roles, and proficiency. Those elements belong together because each changes how the others should be interpreted or acted on.

Axes and responses

Journey stages

Use a small controlled set of states, define the entry and exit condition for each, and record the date of the latest change. Within the commercial role-to-jobs map, connect this entry to jobs so the relationship can be reviewed rather than inferred.

Jobs

Capture jobs only at the level needed to answer: Which jobs must each commercial role perform across discovery, selection, commitment, launch, and growth? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the commercial role-to-jobs map, connect this entry to roles so the relationship can be reviewed rather than inferred.

Roles

Assign one accountable owner and distinguish final accountability from contributors, reviewers, and people who must be informed. Within the commercial role-to-jobs map, connect this entry to proficiency so the relationship can be reviewed rather than inferred.

Proficiency

Capture proficiency only at the level needed to answer: Which jobs must each commercial role perform across discovery, selection, commitment, launch, and growth? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the commercial role-to-jobs map, connect this entry to assets so the relationship can be reviewed rather than inferred.

Assets

Capture assets only at the level needed to answer: Which jobs must each commercial role perform across discovery, selection, commitment, launch, and growth? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the commercial role-to-jobs map, connect this entry to training so the relationship can be reviewed rather than inferred.

Training

Capture training only at the level needed to answer: Which jobs must each commercial role perform across discovery, selection, commitment, launch, and growth? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the commercial role-to-jobs map, connect this entry to metrics so the relationship can be reviewed rather than inferred.

Metrics

Define the measure, population, period, source, owner, calculation, baseline, target or reference range, and counterweight. Within the commercial role-to-jobs map, connect this entry to training so the relationship can be reviewed rather than inferred.