From the course: Data-Driven Sales Enablement
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Identify, diagnose, treat
From the course: Data-Driven Sales Enablement
Identify, diagnose, treat
- The identify, diagnose, treat approach is a key strategy in boosting your sales team's performance. As you've seen, this method is all about finding problems, identifying why they're happening, and fixing them in a way that sticks. It's a core part of what you do, and it should be a core part of your enablement brand. Let's dive into how we can make this approach a regular part of your work. First, let's recap to make sure that we're clear on what each step involves. So identify is keeping an eye on your team's leading and lagging indicators, and listening for anecdotes that might tell you where to look for issues. Notice when sales dip, or when the team seems to struggle. It's not just about seeing the problems, but understanding that there's something deeper going on. Diagnose means taking a closer look, using tools like the competency framework and the qualification system, figure out why these issues are happening. It's detective work. Analyzing data, find the real culprits…
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