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The Center for Sales Strategy Blog

A Sales Tune-Up for Better Performance


Over time, organizations can begin to lose performance. It can start to feel like the organization is missing a beat, not hitting on all cylinders.  If it was your car, you'd take it into the garage and get a tune-up, but what do you when it's your sales team? 

How about a sales tune-up for your organization? 

A sales tune-up is the perfect way to assess your sales organization through a comprehensive, analytical sales diagnostic. It's a time to step back and assess your organization in a factual and objective manner. A sales diagnostic allows you to dive deep into your numbers, your processes, and your people and objectively determine what is working and what isn't.

It is an incredibly valuable process that any organization can benefit from. It allows you and your team the opportunity to hit the pause button and self-diagnose the good, the bad, and the ugly things that your organization and personnel are doing. A strong sales diagnostic will give you analytical data that will allow you make improvements in your sales organization based on facts, not just feelings.  It also gives you the opportunity to tackle some long-standing "sacred cows" and finally make the changes that you've known that you needed to implement.

Here are the 3 basic phases of a sales tune-up: 

  1. Discover Roadblocks — Your initial discovery is to dive into all of the aspects of your sales organization and gather the data that you'll use to observe the strengths and weaknesses of your sales structure. You will usually review around 50+ separate categories from account lists to compensation and budgets to sales software and everything in between. 
  1. Detail Observations — During this phase, you will begin to separate fact from fiction as you analyze the data that you've gathered, so that you can summarize your observations. Be sure to stick to the facts of the numbers that you've collected. Don't allow your feelings or traditions to cloud your judgment. Rely on facts, they are your best friend in a sales diagnostic.
  1. Develop Strategies and Tactics — The final phase of a sales diagnosis is deliver specific, actionable, and proven strategies and tactics for your team. A successful diagnostic is measured by what is implemented and the results of those actions. Don't be too general, rather be specific and make sure that everything is measurable.

All three steps usually take 4-8 weeks to complete and you'll need some assistance from your sales team, business office, and product teams to gather all of the necessary data, but it is worth it.

A good sales tune-up can be the catalyst that you need to revive sales, your staff, and your organization! 

Of course, if this sounds like a lot of work and your not ready to do it yourself, The Center Sales for Strategy would be glad to assist you. We have successfully executed over three dozen Sales Diagnostics for our clients over the last couple of years. For more information, visit, www.TheSalesDiagnostic.com.

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Topics: Sales