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SL-010 · Sales & Customer

Sales Improvement Planner

Turn a sales gap into a focused improvement cycle

IN PREPARATION

Sales Improvement Planner toolkit front cover

About this toolkit

This toolkit gives you a straightforward way to diagnose the actual root cause of a sales shortfall, and build a plan that addresses it directly.

What this toolkit helps you achieve

  • Apply a clear and repeatable sales process
  • Use evidence and numbers to focus attention
  • Finish with owned actions and review dates

What’s included

  • A four‐part cycle for improvement planning: Diagnose, Plan, Support, Review
  • The Five Golden Rules of sales improvement planning, on one page
  • A plain‐English guide to the four root causes of a sales shortfall: Activity, Skill, Pipeline, Will
  • A twelve‐question coaching bank for diagnosing, planning and reviewing
  • A matrix for judging how confident you can be in a turnaround

Contents are shown for review while the toolkit package completes verification.

Best for

Sales managers building a measured plan around the causes of underperformance

Expected practical outcome

Diagnose before you prescribe. Adding more activity to a skill problem, or more coaching to an activity problem, wastes everyone's time and rarely fixes anything.