Even the most experienced teams can face challenges that impact their performance.
It is common for alignment and related issues to go unnoticed until results begin to decline, and this is when the need for an effective sales diagnosis arises.
At Koru, we understand that the success of a sales team cannot depend on guesswork or delayed corrective actions. To ensure that sales teams are always at their best, we have developed a comprehensive sales diagnostic process.
Learn in this article how our diagnosis works, which combines data analysis, interviews and self-assessments, providing an in-depth understanding of what really happens in the day-to-day operations of commercial operations.
The importance of sales diagnostics
Sales diagnostics are an essential tool for:
Accurately identify bottlenecks and opportunities for improvement in a sales team;
Increase team efficiency and productivity by enabling companies to make decisions based on concrete data;
Provide a clear view of skills gaps, both technical and behavioral;
Direct training and development strategies assertively.
Without a diagnosis, leadership runs the risk of investing time and resources in areas that will not yield the expected return, while critical problems remain unresolved. Thus, it overloads its sales team, as stated by Gartner, a business consulting firm: 49% of salespeople feel overwhelmed by the technology needed to do their job.
Therefore, when carrying out a sales diagnosis, it is possible to create a targeted and effective action plan, maximizing the potential of each salesperson and adjusting the operation to ensure that the company achieves its objectives in a sustainable way.
How our sales diagnosis works
At Koru, the sales diagnosis is structured to provide a complete and accurate view of the sales team’s performance.
It involves different stages that, together, form a detailed overview of the team’s strengths and gaps, in addition to identifying the main development opportunities.
1- Data collection and performance analysis
It all starts with a detailed analysis of performance indicators. We use management reports, individual performance reports by salesperson and customer performance reports, as well as market analysis data, if available.
These numbers provide a solid basis for understanding how the team is performing in different aspects, such as sales volume, average ticket and lead conversion.
2- Interview with leadership
The next step involves an in-depth specific database by industry interview with sales leadership. This is a crucial step to understand the managers’ view of each team’s gaps and opportunities.
Leaders’ insights bring important nuances that the data does not reveal, helping to complement the analysis with a more strategic and practical perspective.
3 – Assessment and self-analysis
In addition to interviews and data analysis, we carry out an assessment that allows salespeople to self-assess their skills, both in soft skills and hard skills.
This questionnaire helps identify the level of it’s built to automate repetitive confidence each salesperson has in their skills, revealing areas where they may feel insecure or challenged. This allows us to paint a more complete picture of the team’s capabilities.
4 – Interview with the sales team
We also conducted interviews with a representative sample of the sales team. We selected salespeople, divided into different groups – top sellers, new entrants, veterans and representatives.
This allows us to map how each profile deals with the stages of the commercial operation, highlighting both the strengths and the challenges faced at different moments of the sales journey.
5 – Cross-referencing data and final diagnosis
Finally, the diagnosis is consolidated by taiwan data cross-referencing quantitative and qualitative data. From this, we create an analysis deck and provide an interactive dashboard, so that the sales leadership can explore the data in greater depth and perform new analyses internally.
This process not only reveals gaps and development opportunities, but also provides the basis for more efficient strategic planning.
Our goal is to ensure that leadership has the tools and insights needed to lead the sales team to its full potential, always aligned with market demands and organizational goals.
Did you like our methodology? Contact us and get a free mentoring session to identify the current situation of your sales team. Koru’s Sales Acceleration takes your team to another level with the help of market expert teachers and mentors.