Sales diagnosis: what is it, how to analyze and do it?
Posted: Thu Jan 23, 2025 5:02 am
A process responsible for analyzing the commercial flow , sales diagnosis allows a broad view of the business , to the point of identifying points to be improved and optimizing the strategies used.
This is a way of collecting information about the health of the company's sales department. But what is it, how to analyze it and how to do it?
In this article, we present the importance of methodology, as well as offering some tips for detecting flaws and structuring the culture in your company.
A good and efficient action plan, combined with constant monitoring of specific indicators. This is the concept that summarizes the main pillar behind sales diagnostics.
It is from this that consultants will collect as much information as possible about the current situation .
In this way, it encompasses aspects related ivory coast whatsapp data to the sale itself, marketing, products, funnel, people, processes and tools adopted.
Consequently, it helps to understand the effectiveness of the commercial processes carried out.
It results in an assessment of all stages of the chain , allowing the business to be managed with greater clarity.
With the sales diagnosis, what works will continue to be applied (and even optimized).
This fact generates continuous improvement , with the company implementing competitive advantages in the market.
In B2B sales, the relevance is even greater!
For B2B businesses, analysis is even more important. Complexity, high values and long cycle times are factors that require attention. Consequently, they require more work.
Perhaps this explains the results of the “Sales Overview” survey, developed by RD Station . It indicates that 74% of companies did not achieve the expected commercial results .
According to the research, this percentage is worrying, as it is an indication of widespread difficulties in meeting sales targets.
We also have constant changes in the market and consumer behavior . These require frequent evaluation of processes.
In other words, this shows that actions must be adjusted and updated according to the new settings.
Consequently, they help to achieve better results, with the closing of more deals.
Consequently, the importance of data in the evaluation is highlighted . They follow the premise of constant monitoring of indicators to recognize and correct possible errors.
Market research is also relevant. Known as Voice of the Customer , it helps in understanding the needs of customers, based on their feelings, emotions , opinions and desires.
All types of information are valid and help in decision-making. After all, insights based on metrics will always be more assertive.
And if your company doesn't have this culture yet, the time to implement it is now ! Some good practices can help and we will present them later in this content.
Current B2B Sales Scenario
current-sales-scenario-b2b
Across the world, the B2B sales landscape is undergoing profound and accelerated transformation .
The sector has been changing mainly due to digitalization and changes in consumer market behavior.
This is a way of collecting information about the health of the company's sales department. But what is it, how to analyze it and how to do it?
In this article, we present the importance of methodology, as well as offering some tips for detecting flaws and structuring the culture in your company.
A good and efficient action plan, combined with constant monitoring of specific indicators. This is the concept that summarizes the main pillar behind sales diagnostics.
It is from this that consultants will collect as much information as possible about the current situation .
In this way, it encompasses aspects related ivory coast whatsapp data to the sale itself, marketing, products, funnel, people, processes and tools adopted.
Consequently, it helps to understand the effectiveness of the commercial processes carried out.
It results in an assessment of all stages of the chain , allowing the business to be managed with greater clarity.
With the sales diagnosis, what works will continue to be applied (and even optimized).
This fact generates continuous improvement , with the company implementing competitive advantages in the market.
In B2B sales, the relevance is even greater!
For B2B businesses, analysis is even more important. Complexity, high values and long cycle times are factors that require attention. Consequently, they require more work.
Perhaps this explains the results of the “Sales Overview” survey, developed by RD Station . It indicates that 74% of companies did not achieve the expected commercial results .
According to the research, this percentage is worrying, as it is an indication of widespread difficulties in meeting sales targets.
We also have constant changes in the market and consumer behavior . These require frequent evaluation of processes.
In other words, this shows that actions must be adjusted and updated according to the new settings.
Consequently, they help to achieve better results, with the closing of more deals.
Consequently, the importance of data in the evaluation is highlighted . They follow the premise of constant monitoring of indicators to recognize and correct possible errors.
Market research is also relevant. Known as Voice of the Customer , it helps in understanding the needs of customers, based on their feelings, emotions , opinions and desires.
All types of information are valid and help in decision-making. After all, insights based on metrics will always be more assertive.
And if your company doesn't have this culture yet, the time to implement it is now ! Some good practices can help and we will present them later in this content.
Current B2B Sales Scenario
current-sales-scenario-b2b
Across the world, the B2B sales landscape is undergoing profound and accelerated transformation .
The sector has been changing mainly due to digitalization and changes in consumer market behavior.