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The Center for Sales Strategy Blog

How to Use a Sales Diagnostic to Improve Performance

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I recently wrote about the power of the 10,000 foot view and how it was more helpful than the 30,000 foot view. You can see that here if you missed it.  

This post got a larger response than anything I have written in a long time. Must have struck a cord.  

We use a process called the Sales Diagnostic to take the 10,000 foot view. It includes the following areas.

  1. The Numbers
  2. The Business
  3. Your Process
  4. Your Pricing
  5. Your Metrics
  6. Your Service

Let's look more closely at one of these: Your Process.

Your Process

  • Performance Review Process: What process do you use to review performance of each team member?
  • Sales Structure: What structure are you currently using? In what ways is it helping? Is it holding you back in any way?
  • Job Roles: Do you have a specific job role for each person on the team? Is there someone who owns every step of the sales process (lead gen, making connections, determining needs, creating solutions, etc.)?
  • Ideal Prospect Profile: What characteristics do your best customers share? What process do you have to identify prospects who meet that profile?
  • Decision-Making Process: What is the decision-making process for those who make the best prospects for new business?
  • Valid Business Reasons (VBR): What valid business reasons are most likely to get the attention of key decision makers? How do you ensure your VBRs are far superior to your competitors?
  • Sales Process: What process do you follow to achieve success? How is this reinforced on a regular basis? How is it incorporated into your CRM? Is it used in your onboarding?
  • Key Sales Collateral: What questions do prospects most often ask?  What collateral do you have to answer those questions? 

If you want to get the full list that we use in our Sales Diagnostic, you can download that here. The diagnostic list is powerful, with our help it can improve your performance. We love to make a difference.  

"Wars may be fought with weapons, but they are won by men." George Patton.

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Topics: sales management Sales