Whether you're running a small startup or a large company, regularly evaluating your business organization is crucial. Immerse yourself in our guide to learn how to make an effective diagnosis.
Achieve a Diagnosis of its commercial organization is an essential step in understanding the strengths, weaknesses, opportunities, and threats that can influence your business performance. Here is a step-by-step guide to diagnosing your business maturity.
Define goals
Clarify the goals of your diagnosis. What do you want to achieve by evaluating your sales team? Identify the specific areas you want to look at, such as sales, customer management, sales processes, resources, KPI's of your salespeople, etc.
Data collection
Gather information about your business. This may include financial data, sales data, performance reports, customer information, product or service data, etc.
Internal analysis
Internal analysis involves understanding the internal aspects of your company's business, which will allow you to better understand the workings of your business. Here are the key elements to consider during this diagnostic phase:
Sales team structure
Take a look at the makeup of your sales team. Analyze the number of members, their roles and responsibilities, and the distribution of tasks. Ensure that the structure is appropriate to the goals of the business.
Sales skills and training
Assess the skills of your team. Identify strengths and weaknesses in individual and collective abilities. Make sure your employees have the training they need to succeed in their sales development roles.
Sales process
Review the sales processes in your business. Analyze each stage, from prospecting to closing, including negotiation. Identify potential obstacles, delays, and inefficiencies.
Use of tools (CRM, software, etc.)
Evaluate the use of technological tools in your company. Are customer relationship management (CRM) systems and other sales software fully exploited to optimize salespeople's performance?
If your sales machine is not implemented or optimized, call on our Akimbo support (Scale offer).
Pricing strategy
Analyze your pricing strategy. Is your pricing model competitive and adapted to the market? Is it in line with the value you offer to your customers?
Customer relationship management
Evaluate how your team manages customer relationships. Review customer satisfaction policies, loyalty programs, and returns and complaints management.
Sales channels (online, physical points of sale, etc.)
Review the various sales channels you use. Evaluate the performance of each channel, taking into account online sales, physical points, partnerships, etc. Ensure that these channels are in line with your overall strategy.
This commercial audit makes it possible to identify the assets to be strengthened, the areas to be improved, and the aspects that deserve particular attention. This serves as a basis for defining corrective actions and business improvements to be implemented as part of your overall action plan.
External analysis
Evaluate external factors that affect your business, such as:
- The market and the competition
- Industry trends
- The regulations
- The reputation of your business
- Customer feedback
- Strategic partnerships
SWOT analysis
Use the SWOT method (Strengths, Weaknesses, Opportunities, Threats) to summarize the information you have collected. Clearly identify what you are doing well, where it can be improved, opportunities to seize, and potential threats.
Interviews and feedback
Talk to key members of your sales team to get their perspectives on the organization. They can provide valuable information about problems and opportunities.
Benchmarks and comparisons
Compare your company's business performance with that of competing businesses, if possible. This can reveal areas where you can improve.
Diagnostic report
Compile all the information into a clear and concise business diagnostic report. This report should include a summary of your findings, recommendations for improvement, and an action plan to implement these recommendations.
Implementation of recommendations
Once you have identified areas for improvement, set up a retroaction plan to make the necessary changes. This may include process adjustments, training, reorganizations, a commercial tool, etc.
Continuous monitoring and evaluation of the activity
Monitor the results of your improvement efforts. Ensure recommendations are implemented effectively and readjust your strategy as needed.
A commercial audit of your business is a continuous process. It allows you to identify areas for improvement, to capitalize on your strengths and to remain competitive in the market. Hiring management or consulting experts to help you through this process can be beneficial.
Outsourcing the commercial maturity diagnosis
Akimbo has developed a tool, 100% online and free, very complete for all ambitious businesses. Completing this diagnosis will allow you to assess your commercial organization to accelerate its development. It has 25 questions, all related to our Akimbo equation:
Accelerate = Talents x (Skills + Processes + Tools).
All the answers are intended to be as factual as possible in order to generate relevant analyses. Make sure you have ten minutes in front of you and you will receive your personalized diagnosis by email! We also offer you tailor-made support with our performance offer.
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