Satış kapasitesi teşhisi: 10 soru
Bir dakikada uygulanabilen, sorunun kişisel mi yapısal mı olduğunu gösteren bir kontrol listesi.
Her soruyu Evet, Kısmen ya da Hayır diye işaretleyin. Kısmen veya Hayır dediğiniz her madde için somut bir düzeltme not edin.
Sorular KPI mimarisinden aşama tanımlarına, teşvik sisteminden kazanma ve kaybetme nedenlerinin kayıt altına alınmasına kadar on alanı kapsıyor. Doküman İngilizce.
Dokümanın metni +
Sayfa 1
Sales Capacity Diagnostic — 10 Questions Architect of Sustainable Sales Culture
Sayfa 2
Tick each item Yes/Partly/No. If you mark Partly/No, note one concrete fix. This diagnostic reveals structural (not personal) blockers. How to Use (1 Minute)
Sayfa 3
1- KPI Architecture: Do we have a 3-tier KPI set (strategy → behavior → activity) that connects to revenue? (Yes / Partly / No) The 10 Questions (Checklist)
Sayfa 4
2- Persona Fit: Are buyer personas (DM, user, technical veto, finance) defined with the decision journey and objections? (Y/P/N) 3- Pipeline Coverage: Do we maintain 3–4× coverage of weighted pipeline to target, by segment? (Y/P/N) 4- Stage Definitions: Are stage exit criteria objective and audited weekly? (Y/P/N)
Sayfa 5
5- Conversion Benchmarks: Do we track stage-to-stage conversion, absolute variance ≥ 20% vs baseline? (Y/P/N) 6- Incentive Alignment: Do incentives reward capacity behaviors (e.g., persona meetings, multi-threading), not only won revenue? (Y/P/N) 7-CRM Discipline: Are activity hygiene rules (notes, next step, close date, stakeholder map) enforced? (Y/P/N)
Sayfa 6
8- Deal Review Rhythm: Do managers run weekly structured reviews (risk flags, next best action, mutual close plan)? (Y/P/N) 9- Learning Loop: Are win/loss reasons coded and fed back into playbooks/KPI updates quarterly? (Y/P/N) 10- Role & Territory Clarity: Are territories, ICP and handoffs (SDR–AE–CS) crystal clear and documented? (Y/P/N)
Sayfa 7
8–10 × Yes: You likely have capacity; focus on scale levers. 5–7 × Yes: Mixed—fix the No/Partly cluster (often KPI + incentives + CRM). 0–4 × Yes: Structural gaps dominate—start with KPI architecture & stage definitions. Reading Your Results
Sayfa 8
Strategy KPIs (lag/lead): Revenue, Gross Margin, New-Logo, Expansion, Sales Cycle, Win Rate. Behavioral KPIs: #Persona meetings (DM/Finance/Tech), #New stakeholders per deal, #Mutual plans created. Activity KPIs: #Qualified discovery calls, #Opportunity notes with next step, #Weekly deal reviews completed. KPI Architecture Examples (mini)
Sayfa 9
"Today, the real issue isn't whether we're making sales, but whether we're maintaining our capacity to make sales." ascendia.com.tr. |
8 ila 10 Evet: kapasiteniz büyük ihtimalle var, ölçeklemeye odaklanın. 5 ila 7: Hayır ve Kısmen'lerin toplandığı yere bakın. 0 ila 4: yapısal boşluklar baskın, KPI mimarisi ve aşama tanımlarıyla başlayın.
