Turn your six link scores into a single binding constraint, so you fix the link actually holding conversion back rather than the one that merely scored lowest.
A sale is a system with a foundation, a flow, and two overlays. Lay your scores onto it, then apply the decision rule.
| Part of the sale | The link | Your score |
|---|---|---|
| Foundation (must exist first) | Sales Process | |
| Deal flow, step 1 | Discovery | |
| Deal flow, step 2 | Proposal | |
| Deal flow, step 3 | Close | |
| Operating overlay | Pipeline Management | |
| Analytics overlay | Tracking and Forecasting |
The deal flow is sequential: the earliest weak conversation caps the ones after it. A great proposal cannot rescue a deal built on poor discovery.
Weak Process undermines everything; without stages, nothing else is a system. Weak Discovery starves the Proposal and the Close (you solve the wrong problem). Weak Proposal starves the Close (no value case to decide on). Weak Pipeline Management lets deals of any quality stall and leak unseen.
If your Process scores 3 or below, start there. It is the foundation everything else needs. Otherwise, look at the deal flow conversations in order, Discovery then Proposal then Close, and your constraint is the first one scoring 3 or below. Exception A: if process and conversations all score 4 or 5 but deals still stall and vanish, your constraint is Pipeline Management. Exception B: if everything operational scores 4 or 5 and only Tracking and Forecasting is weak, start there, because you cannot make a working system predictable until you can see it.
Carry this single constraint into the Prioritized Sales Systems Action Plan.
Your answers stay in your browser on this page and are never sent anywhere. Use Save or print to keep your copy.