Stage 1: Diagnosis
The Top-Down investigative approach we apply at Selling Sciences ensures a
successful outcome for any consistent and predictable revenue initiative.
The starting point of the process is to define the opportunity or the problem
and the resons for it. Executives struggle to differentiate between poor selling
and market conditions - or in good times between good selling and sheer good
fortune! The simplistic 'we're not making our numbers' or 'I can't rely on the
forecast' can be due to innumerable causes, and often involve more than one area
of the organisation. A closer look at the problem usually reveals that the real
reasons are unclear or misunderstood so the Diagnosis stage provides clarity as
to the root causes.
At its simplest there are four outcomes from any selling activity: Win, Lose,
Delayed Decision and No Decision. By analysing and comparing each of these
outcomes the underlying causes of revenue shortage can be identified and
confirmed. And the appropriate action instigated. By analysing the effort input
for each specific outcome, a measure of efficiency, can be calculated and used
as a signpost for improvement and a measure of progress.
Go to next step:
Revenue Strategies