Eight questions, about two minutes
Find out where the money is leaking.
Most owners know the number is wrong. Fewer can say which part of the machine is doing it.
These are the eight things Cane asks on a first call, in the order he asks them. Answer honestly and you get the same read he would give you.
What this is not
- No email wall
- You get the result on the screen. Nothing is gated and nothing is emailed to you.
- Not a quiz for a discount
- There is no offer at the end. If the answers say you do not need help, that is what it says.
- Not a diagnosis
- Eight questions point at where to look. A week inside the business is what actually finds it.
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1. What kind of sales operation is it?
- A dealership or a retail floor
- A B2B team selling to businesses
- Field or outside sales
- A mix of those
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2. What is revenue actually doing?
- Flat for two quarters or more
- Falling
- Growing, but slower than it was
- Lumpy. A great month, then a dead one
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3. What is your close rate on qualified opportunities?
- We do not track it
- Under 15 percent
- Between 15 and 30 percent
- Over 30 percent
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4. How long before a new rep is productive?
- Under a month
- One to three months
- Three to six months
- Over six months, or they do not make it
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5. Is your forecast right within twenty percent?
- Yes, most months
- No, it is usually well off
- We do not forecast
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6. When did you last change the pay plan?
- Within the last year
- One to three years ago
- More than three years ago
- Never. I inherited it or copied it
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7. What happens in the weekly sales meeting?
- Deal by deal, with next steps agreed
- The numbers get read out
- Whatever comes up that week
- There is not one
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8. When a rep loses a deal, do you know why?
- It gets written down and reviewed
- The rep tells us and we take their word
- Nobody asks
These are the questions. Scoring them needs JavaScript, so if it is switched off, take them to the contact form and Cane will read them with you on the call.
The answers are the agenda.
Whatever the diagnostic points at, bring it to the call. It saves the first twenty minutes.