Sales Diagnostic
Why Use a Sales Diagnostic?
Sales performance problems rarely live where the symptoms show up. A sales diagnostic finds the root causes of poor sales results, showing you exactly where your sales operating system is strong, where it breaks down, and what to fix first.
A sales diagnostic helps you pinpoint and resolve sales challenges including:
- Inconsistent or poor sales sales performance
- Limited sales pipeline visibility and unreliable forecasting
- Sales coaching and accountability gaps between sales leaders and the front line
- Training investments that fade without measurable change
- Teams with inconsistent use of sales process or sales methodology
That clarity turns your next sales training, coaching, or consulting investment from a guess into a targeted intervention with measurable returns.
The Elements That Determine Sales Effectiveness
Tyson Group’s Sales Team Science® diagnostic evaluates six critical sales effectiveness elements. When one element weakens,
the others cannot fully compensate, which is why the diagnostic measures the whole sales operating system.
What the Sales Diagnostic Measures
Sales Leadership
Sales leadership sets the communication tone, vision, direction, and culture while driving the organization’s sales values.
Sales Management
Sales managers are the linchpin between executive vision and frontline execution, creating the goals, KPIs, and accountability to coach salespeople to continually improve
Sales Talent
Your salespeople on the front lines, selected and developed based on data, role alignment, and potential to thrive.
Sales Process
The defined, repeatable series of steps guiding sales engagement from first contact to close, adaptive to buyer behavior
Sales Methodology
Sales methodology is the philosophy and behavioral approach that equips salespeople to influence, persuade, and differentiate.
Sales Enablement
The systems, content, tools, and training that support your sales team’s ability to execute at a high level.
How the Sales Diagnostic Works
Sales Team Science® assesses your organization from a 360-degree perspective. We gather input from stakeholders at every level, including
leadership interviews, frontline surveys, and individual talent assessments, then map how leaders and salespeople each experience the same system.
The result is a roadmap for what we fix together whether its through training or sales consulting solutions.
Outcomes You Can Expect
Clients who run the Sales Team Science® diagnostic achieve a variety of business outcomes, including:
- Improved close rates and revenue growth
- Reduced sales cycle time
- Greater forecast accuracy
- Higher retention across the sales team
- Faster ramp times for new hires
Sales Team Science® Case Study
This case study explores how Tyson Group partnered with a a billion-dollar organization to tranform sales performance by shifting from fragmented execution to a structured, data-driven sales operating system.
Using the Sales Team Science diagnostic, the organization identified critical gaps in methodology, process, and accountability, and implemented a scalable approach to drive consistent results.
Read Case Study
Frequently Asked Questions about Sales Diagnostics
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What is a sales diagnostic?
A sales diagnostic is a structured assessment of how your entire sales organization operates, covering sales leadership, management, talent, sales methodology, sales process, and enablement. Rather than evaluating individual salespeople in isolation, it measures how the whole sales operating system works together and identifies the root causes behind performance gaps.
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How do I assess my sales team's performance?
To accurately asses your sales team’s performance, first gather input from every level of the organization rather than relying on pipeline metrics alone. Effective sales assessment combines leadership interviews, frontline surveys, and individual talent evaluations, then compares how leaders and salespeople each rate the same capabilities. The gap between those two views often reveals more than either score on its own.
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What causes inconsistent or poor sales performance?
The most common causes are poor sales performance is often the absence of a sales operating system rather than the failure of it. When sales teams lack a shared sales methodology and a defined sales process, every salesperson sells their own way, and results depend on individual instinct. Coaching gaps, misaligned incentives, and management systems that reward activity over the right behaviors compound the inconsistency.
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How do I identify sales performance gaps?
To identify sales performance gaps measure both sides of the organization and look for divergence. When sales leaders and salespeople rate the same skills, goals, and processes differently, that divergence points directly at the gap. A diagnostic like Sales Team Science® quantifies those gaps across all six core elements and prioritizes which to close first based on impact.