The Sales Org Health Check®

One of the biggest growth engines for most B2B companies is their own, client-facing sales organization. However, with few exceptions, most company’s sales organizations do not operate at anywhere near their full potential. And this is increasingly true when market conditions are more challenging than normal, or when a company is at a significant inflection point such as a merger, acquisition, reorganization, leadership change, etc.

The underperformance of a sales team can have various causes, but very often it’s due to a lack of attention being paid to internal factors that are directly affecting the sales organization. And generally, the reason these internal factors, or influencers go unattended is that most leadership teams either don’t have the time or aren’t properly oriented to understand how measurably these influencers are affecting the overall performance of their sales organization. So, ultimately, they remain unaddressed, and the sales team continues to struggle.  

To create an environment that’s truly conducive to significant sales growth, it’s important to first understand the many factors that inhibit a sales team’s performance, as well as those that can empower a sales team to excel to performance-levels, never before experienced. 

We refer to these factors as Sales Performance Influencers, or SPIs, for short. Some of the more obvious SPIs typically include things like sales org structure and how it’s deployed, sales leadership, sales compensation plans, etc. And although all of these are very important, there are many other, less-obvious SPIs that can significantly impact a sales organization’s overall performance. To help with this, CSC&C has created the Sales Org Health Check™, a gap analysis tool and process that allows us to holistically identify and prioritize the Sale Performance Influencers within a company.