If sales forecasts are running short of expectations, it’s human nature to point towards factors outside of our control, such as conflicting demand signals from sellers or a shaky market.

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Sales teams must also explore internal reasons to why deals stall or are lost and initiate remedial actions where necessary.

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In most cases, issues arise because of a sub-optimal process, or no process at all, affecting one or more key areas.

A simple, well-structured approach using root cause analysis and problem solving provide a clear view and important starting point.

True root causes nearly always impact more than one problem.

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The more thorough the analysis, the wider the potential improvement and the broader the impact of remedial actions on the bottom line.

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Read this Guide for a fuller description, with examples that illustrate how to perform the process in practice.

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