Knowledge
What level are sales at in your company?
You have been running a company for years. You have good clients, a solid team and a service or product you are proud of. But when you look at sales, something is off.
Revenue is not growing in proportion to the effort you put in. New clients appear, but rather thanks to referrals and your personal relationships than thanks to anything we could call a sales system. And when you stop, sales slow down with you.
Most of the business owners I talk to describe it similarly. They know something could work better, but cannot pinpoint what. They have a feeling they are losing clients somewhere along the way, but do not know where. They have tried various things, training, new tools, hiring a salesperson, but none of these actions brought a lasting change.
And not because they are doing something wrong. Rather because they operate on intuition where a system is needed.
The problem is not where you think
The most common diagnosis I hear from business owners is “I need more leads”. More contacts, more meetings, more traffic. But when we do a B2B sales audit, it often turns out that the problem lies elsewhere.
Not in the number of leads, but in the process that should turn contacts into clients.
There are no defined sales stages. There is no standardized needs discovery before a proposal is submitted. There is also no sales measurement; the company does not know how long the sales cycle lasts or at which stage most potential clients drop out. The pipeline is either empty or full of opportunities that are not really promising.
In such a situation, pouring in new leads is like pouring water into a bucket with a hole. Instead of patching it, you pour faster.
Your sales work. The question is whether they can be repeated.
As a business owner you probably sell well. You know your clients, you sense the conversation, you can close a deal. The problem is that all of this is in your head. It is not written down, not standardized and not transferable.
If you dropped out for three months tomorrow, what would happen to client acquisition?
If the answer is “it would fall significantly” or “it would practically stop”, it means that you are the system. And that means the company will not grow faster than your calendar allows.
What follows from this?
Before you start looking for solutions, it is good to honestly assess the state your sales are in today. Not “more or less”, not “it could probably be better”. Specifically.
That is exactly why the B2B Sales Maturity Diagnosis
was created. It is a series of questions about how you acquire clients, what your sales process looks like, how well you understand your clients and their decision criteria, how your offer is built and what you measure. The diagnosis is currently available in Polish.
After completing the test you receive a diagnosis at one of four levels of sales maturity.
Each level includes a description of what it means in practice and a specific direction for action. No generalities, no theory. An indication of where to start to see a change.
The test takes about 11 minutes. You get the result immediately online, and an in-depth diagnosis after providing your email address.
You do not have to prepare anything. You do not have to register for a meeting anywhere or buy anything. The only thing needed is honesty in your answers, because the test works only when you answer the way things are, not the way you would like them to be.
Who is this test for?
For owners and heads of sales in B2B service and manufacturing companies. Especially if you have a dozen to several dozen employees, sales rest mainly on you, and you feel the company could grow faster if sales were more predictable and repeatable.
The test is not for corporations, startups looking for product-market fit or e-commerce companies.
Take the first step
Most business owners never stop for a moment to honestly assess how their sales work. They act, react, put out fires. I have been through it myself and I know it is the natural mode of work when the company depends on you.
But to change anything, you first have to know what to change. And that is the only thing this test does. It gives you clarity.
