Sales diagnosis is a process of analyzing a business's sales chain, checking all the steps followed in the current model, projects achieved, total sales, among other data relevant to the survey.
This allows company managers to have a broad view of how the business's commercial process currently works, allowing them to identify areas for improvement and, thus, further optimize the strategies used.
Want to better understand what a sales diagnosis is and how to apply it to your business? Keep reading and check out everything you need to know about the subject here!
Image of a hand holding a pen and pointing to a column chart with the words "what is a sales diagnostic?" on the right
What is a sales diagnosis?
Sales diagnosis is nothing more than an in-depth analytical process on the processes used in the company to sell its products or services, analyzing metrics and KPIs associated with current sales techniques.
It enables business leaders to identify gaps in the current strategy and update the techniques used, such as sales funnel and service, optimizing the current process and improving the results obtained.
This is essential to ensure the good performance of your sales team, after all, the market is always changing and sticking with the same strategies “because they work” or “because it’s always been that way” is not the best way forward.
It is important to keep up with changes and always architects email list be up to date with new trends. And this is where diagnosis comes in, analyzing what is currently being done and identifying opportunities for improvement.
How important is it to carry out a sales diagnosis?
With sales diagnostics, it is possible to keep all processes related to your company's sales team up to date and, thus, ensure its best performance.
The commercial sector is always very competitive and is constantly changing, so it is essential that your team stays aligned with the new techniques and trends that emerge in the market.
By analyzing your team's current numbers and quality metrics, you can identify potential gaps and opportunities for improvement in your strategy.
Furthermore, the diagnosis allows managers to further develop the potential of their company's sales force, improving results and achieving increasingly better metrics.
Image of a person pointing to a graph with the text "how to do a sales diagnosis?" on the right
How to make a sales diagnosis?
To apply a sales diagnosis to your business, you need to follow a few steps, but overall, it is a simple and easy process to implement. Check out below what you should prioritize when doing yours:
1. Find your persona
The first step to a successful diagnosis is to identify who your company’s ideal customer is. If your sales team doesn’t have a profile like this yet, now is the time to create one .
With a well-defined persona, it becomes much easier to create efficient strategies that truly reach your target audience. Take the opportunity to check out a guide on how to improve your customer service on our blog and see how to use the persona to better serve your customer!
2. Track the number of prospects
Have a spreadsheet or somewhere else where you can document the number of prospecting calls made by each salesperson.
Analyze the weekly, monthly, quarterly, half-yearly and annual amounts. With all this data, it will be possible to perform an in-depth analysis and check for any gaps.
3. Evaluate the overall performance of salespeople
One of the main parts of sales diagnostics is to assess the performance of the sales team. Analyze each salesperson individually to see what adjustments can be made .
It is essential that managers know their salespeople well and understand their strengths, improvements, and other individual factors.
4. Update sales strategies as needed
Review all the techniques used in your company’s current sales flow. Have you been using the same process for years? Do you follow some kind of sales script ?
So it's time to update all of this and ensure that the new model follows the current market needs , ensuring the best results.
5. Compare the objectives achieved with those projected
It is very important to monitor all the objectives set monthly, analyzing which ones were achieved and which ones were not. This way, you can create new goals and always keep your team motivated, taking them out of their comfort zone.
The numbers should be optimistic and high, but within the reality of your company. Set them based on the analysis of old goals, designing new objectives that will help your business achieve better results.
6. Analyze the average customer ticket
Do you remember when we talked about knowing your persona well? In addition, it is essential to know whether the average ticket price of your products or services is aligned with this ideal customer profile and with what the company expects to earn .
So pay attention to this number and check if there is a need to reevaluate prices or change the customer profile you are targeting.