Our Process
Most sales consultants tell you what’s wrong. Sales Mechanic shows you – and then fixes it. Our structured three – part engagement model is built to diagnose the true state of your sales organizations, align leadership around the right goals, and execute a repair plan that delivers measurable results in 6, 12, and 18 months.
Section 1 – The Business Diagnostic: Access
Before we can fix anything, we have to see everything. The Sales Mechanic begins every engagement with a rigorous, independent business review – pulling from your public footprint, financials, competitive landscape, and market data to build an honest picture of where you stand today. No assumptions. No shortcuts.
What we deliver in the Access phase:
- A complete business structure review including ownership model, corporate hierarchy, and any subsidiary relationships
- A financial performance analysis covering revenue trends, capital deployment, market share, and customer base size and profile.
- A full product and service inventory with pricing, feature review, and value proposition assessment.
- A detailed mapping of your current sales footprint across local, regional, and national markets.
- A competitive landscape report listing all major competitors with size, strengths, and market positioning.
- A risk and opportunity assessment covering underserved markets, regulatory exposure, liquidity concerns, and macro – level threats including interest rates, tariffs, and geopolitical factors.
- A current customer sentiment drawn from Google Reviews, Trustpilot, and other public rating platforms.
- A summary SWOT analysis – Strenghs, Weaknesses, Opportunities, and Threats – presented in a clear, actionable format.
Section 2 – The Owner Interview: Diagnose
Numbers tell part of the story. Leadership tells the rest. In the Diagnose phase, the Sales Mechanic conducts a structured 50 – question interview process with ownership and key management to uncover pain points, surface misalignments, and establish the performance expectations that will anchor the entire repair plan. This is where we find out what you know, what you believe, and what you need.
What we uncover in the Diagnose phase:
- Ownership’s view on current product and service positioning and competitive standing.
- Current customer acquisition strategy, advertising methods, and marketing budget allocation.
- The state of your sales team – top performers, skill gaps, culture issues, and compensation structure by channel.
- Current CRM and sales tracking tools in use (Salesforce, Tableau, spreadsheets, and others)
- Sales channel mix, distribution model, scalability of each active channel.
- Performance versus sales targets – how the targets were set and whether acquisition cost are in line with budget.
- Management’s top objections from the field and how competitors are winning deals.
- Define goals for gross sales, market penetration, and customer acquisition cost over 6, 12, and 18 months.
- Identification of the top three issues leadership wants the Sales Mechanic to prioritize and correct.
Section 3 – The Repair Plan: Build
The Access and Diagnose phases exist to fuel one thing: a repair plan that actually works. In the Build phase, the Sales Mechanic translates every finding and management expectation into a concrete, time bound action plan. This is not a report that collects dust – it is a working operating document designed to drive performance from day one.
What you receive in the Repair plan:
- Daily and monthly sales acquisition targets defined across 6, 12, and 18 – month performance windows.
- Sales channel recruitment goals built on the 80/20 principle – defining the output needed from the top 20% of participants to carry 80% of your revenue.
- A channel scalability roadmap identifying where to grow, add, or restructure distribution.
- Sales compensation restructuring recommendations aligned to performance expectations by channel.
- A sales training and employee development calendar with monthly cadence and specific skill-building focus areas.
- CRM and sales technology recommendations tailored to your team’s size, channels, and tracking needs.
- A promotions calendar -monthly, quarterly, and annual – including sales events, discount strategies, electronic coupon programs, and breakage calculations.
- Three distinct culture – building programs designed to drive employee engagement, recognition, and accountability.
- A competitive objection – handling playbook with the top three responses to each competitor’s offer.
- A customer acquisition cost forecast (including subscriber acquisition cost where applicable) tied to marketing spend and performance milestones.
- A sales expansion roadmap identifying the next – stage growth opportunities across current and new channels.
Ready to get under the hood?
Book a free discovery call and find out what’s holding your sales organization back.