Find where revenue is leaking before you train the team
A three to four week diagnostic built on your CRM, your open opportunities and the way your managers actually run deals. It ends in a Commercial Impact Review: what leaks, what it costs, and what to do first.
What we examine
| Area | What we look at | Where the evidence comes from |
|---|---|---|
| Pipeline | Coverage, aging, slippage, stage conversion | CRM export, last four quarters |
| Qualification | Decision process, economic buyer, cost of inaction, next-step discipline | Audit of 20 open opportunities |
| Discovery | Depth of questioning and whether impact gets quantified | Call recordings, where they exist |
| Forecast | What a stage means and what evidence moves a deal | Stage definitions and exit criteria |
| CRM discipline | Field completeness, adoption, data you can actually trust | Direct read of the instance |
| Manager practice | Coaching versus inspection, one-on-one cadence | Interviews with managers and sellers |
| Technology and AI | What is licensed, what is used, what changed behaviour | Stack review |
What you receive
A baseline you can defend
Ten indicators measured on day zero, so day 90 and day 180 mean something. Not a satisfaction score.
Quantified revenue leaks
Where the pipeline loses opportunities, and what that costs in your own numbers — not in ours.
A prioritised 90-day roadmap
What to fix first, what to leave alone, and what is not a training problem at all.
A business case
Written so a CFO can read it. If the case is not there, we say so and you have spent a diagnostic, not a program.
The baseline covers close rate, stage conversion, cycle length, average deal size, average discount, pipeline coverage, forecast accuracy, CRM adoption, share of multi-threaded opportunities and ramp time.
How it runs
Access and baseline
CRM read, stage definitions, four quarters of history.
Opportunity audit
Twenty open deals reviewed against qualification criteria.
Interviews
CRO, managers, and sellers at both ends of the performance range.
Impact review
Findings, quantified leaks and the 90-day plan, presented to the CRO and CEO together.
Two things we will not do. We will not propose the 90-day program in the first meeting — the diagnostic comes first, always. And we do not run the diagnostic for free: a diagnostic that costs nothing gets consumed without commitment, and it destroys the price anchor for everything after it.
Not ready for a diagnostic yet?
Start with the assessment. Fifteen questions, about ten minutes, and you will see the same three categories of leak we look for in week one.