Assessment: a diagnostic of your sales system
A full picture of how your company really sells: team by team, on the same criteria, with numbers.
When you need an Assessment
- The sales forecast does not come true and it is not clear why.
- Teams in different countries or business lines deliver different results, and there is nothing to compare them with.
- You are planning to enter a new market, hire, or talk to an investor.
- Earlier training or a CRM rollout did not deliver the expected result.
What I look at
Process and forecast
How the teams run deals: stages, qualification, handovers between roles. How the forecast is put together and how often it comes true.
CRM and data
What is recorded in the CRM, the quality of the data, the reports for leaders and for the owner.
People and behaviour
Roles, skills, motivation. How salespeople act at the hard moments of a deal: talking about price, reaching the decision-makers, handling a no.
KPIs and management
Metrics, meeting rhythm, how leaders work with the pipeline and review deals.
How it runs
- Interviews with the owner and the sales leaders.
- Analysis of CRM data and reporting.
- Reviews of current and lost deals with the salespeople.
- A behavioural diagnostic of the teams.
- A presentation of the results to the owner.
What the owner gets
- The as-is picture for every team.
- A comparison of teams and markets on the same criteria.
- A list of bottlenecks with an estimate of their effect on revenue.
- Baseline metrics: conversion by stage, deal cycle length, average deal size, forecast accuracy.
- A prioritised roadmap of changes.
After the Assessment you can stop and work with the results on your own, or move on to the Design phase.
Questions and answers
Do you need access to our CRM?
Yes, read-only access to the CRM and sales reports. Confidentiality terms are fixed in the contract before the work starts.
Does it take the team away from selling?
Interviews and deal reviews are scheduled in advance around the teams’ calendars. Sales do not stop during the diagnostic.
Will the salespeople see the results?
The owner decides what to share with the teams and in what form. Individual conversations with salespeople stay confidential: the report contains aggregated conclusions.
Commission an Assessment of your sales
After a short conversation you will receive a proposal with the scope, timeline and fee.