“The benefits were the realisation what we were doing was massively inconsistent. We have been able to agree on what good looks like, at this stage, and while we are not universally applying it all the time, we have definitely improved.”
Mark Palmer, OEE UK ltd.
The Sales Excellence Diagnostic© forms the core of our consulting approach. We use it to help you assess your sales organisations, and build best practice sales teams.
The Sales Excellence Diagnostic© has been continually evolved every year since 2009 when it was created as part of an MBA project at Warwick Business School to research sales excellence. The core concept was to comprehensively catalogue the key factors that could affect a sales organisation’s success.
It has been continually upgraded ever since, with revisions every 6 months, with version 10 being completed in December 2016.
The diagnostic enables you to do a very wide ranging scan of potential areas for sales effectiveness and efficiency drives.
It is intended to give you an objective, inclusive view of the best areas to dig deeper in terms of further analysis and improvement work.
Importantly, it will enable your team to align on prioritised, intelligent sales improvement project.
The wide scope of the diagnostic means that you will not miss areas that sometimes get overlooked that can be simple effective drivers of sales growth.
Furthermore, by systematically working on the best practices, you can build a world class sales organisation over time.
For incoming sales directors to get feedback quickly about the sales organisation
For companies who want to drive more growth and don’t know how
For successful sales organisations who want to keep improving
For venture capitalists and investors who want to quickly size up a sales organisation to increase value
“A self-assessment by 260 organisations of customer relationship management returned a poor 58%.”
Homburg, Schäfer & Schneider 2012
Anderson Hirst talks about the latest version of our Sales Excellence Diagnostic©
Evaluate your own sales organisation against the key areas in our sales excellence diagnostic©
Sales excellence diagnostic© and sales process design
Arrange a diagnostic for your sales organisation.
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