DISCOVERY AND DIAGNOSIS
Start with what’s
actually happening.
Most sales problems get misdiagnosed. Leaders see inconsistent results and reach for training, or a new CRM, or a fresh hire. These can all be the right answer. But only once you understand what’s genuinely limiting performance. That’s what the discovery and diagnosis process establishes.
What Discovery Covers
A structured look across every dimension of your sales environment.
The Elevate Sales discovery process is not a questionnaire or a one-day workshop. It’s a structured investigation into how selling actually works in your organisation, what the real obstacles to performance are, and what the highest-leverage points for improvement look like.
01
Sales capability
How well does the team sell? Where is the range of performance? What behaviours are consistent and which are individual? Are the right skills in the right roles?
02
Sales process
Is there a defined process? Does the team follow it consistently? Are there clear qualification standards? What happens at each stage, and how do deals progress?
03
Leadership and management cadence
How does sales leadership operate day to day? Are there clear performance standards? Is the pipeline managed with rigour, or is it primarily used for reporting?
04
Execution and enablement
Do salespeople have the tools, materials, and information they need? Is the CRM configured to support selling, or just to track activity? Where does execution break down
What You Get
A clear picture. Prioritised recommendations. A path forward.
The output of the discovery and diagnosis process is a structured, evidence-based assessment of your sales environment. It tells you what is actually happening, what is causing it, and what needs to change.
The assessment covers where performance is being lost, which problems are symptoms and which are root causes, the highest-leverage points for improvement, and a prioritised set of recommendations linked to business outcomes.
It is not a generic report with standard recommendations. Every output is built around the specific context, market, and team of the organisation being assessed.
Assessment dimensions
Strategic alignment and market fit
Sales capability and role fit
Performance culture and accountability
Sales process and execution quality
Sales planning and opportunity strategy
Training, coaching, and development effectiveness
Sales technology and tools effectiveness
Sales leadership effectiveness
Customer centricity and messaging effectiveness
Cross-functional collaboration and support
How it fits the Selling System: Diagnosis creates the shared understanding of what is actually happening in the sales environment. Without it, system design is based on assumptions. With it, every subsequent decision has a foundation. Most engagements begin here.
Who This Is For
Leaders who want clarity before committing to change.
“Every engagement starts with understanding what is genuinely limiting performance. Solutions are designed around each business, its market, and its people. Not pre-set programmes.” – Simon Carstens, Founder, Elevate Sales
What Comes Next
Discovery leads somewhere.
The output of the discovery process is a clear set of priorities and recommendations. For most organisations, it creates the foundation for a broader engagement covering system design, capability uplift, leadership, or embedment depending on what the diagnosis reveals.
Typically follows
Often runs in parallel
Sometimes the priority
Back to
GET STARTED
Start with a conversation about what’s limiting your performance.
A discovery engagement doesn’t require a long-term commitment upfront. It starts with a straightforward conversation about what you’re seeing and what you want to change.