Trygve Nordly
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Diagnostic 2.0 — pilot version

Commercial Scaling Diagnostic — Self Assessment

Assess the current reality — not the desired future state.

Pilot version of a diagnostic tool. Not scientifically validated — the result is a basis for conversation, not an objective truth.

Working hypotheses / diagnostic principles

  • Sales results are not only about good salespeople. They are about matching the right person with the right task and supporting it with a clear commercial system.
  • A low score is a symptom. The diagnosis is the cause.
  • A sales symptom is not necessarily a problem in the sales team.
  • Commercial performance must be understood through Strategy × People × Execution.
0/30
Why does it matter?

Without clear choices, resources get spread thin. A leadership team can agree on target group and value proposition and still be wrong — which is why the choices must be linked to customer behaviour and signals from the market.

  1. 1.We have a clear and specific growth ambition that genuinely guides our commercial priorities.
  2. 2.We have defined which markets, segments and ideal customers we prioritise — and which we deprioritise.
  3. 3.Our understanding of customers' problems and buying triggers is based on documented market insight, not only on internal conviction.
  4. 4.We can articulate and substantiate a compelling value proposition that shows why customers should choose us over their alternatives.
  5. 5.The strategic priorities are understood consistently across the functions that create, sell and deliver customer value.

Likert scale

  • 1 = Strongly disagree / does not exist
  • 2 = Disagree / happens inconsistently
  • 3 = Partly true / varies significantly
  • 4 = Agree / generally works well
  • 5 = Strongly agree / systematic and repeatable

Optional · not part of the score

Commercial Performance / Economics

The spiderweb shows how leadership experiences the commercial system. Feel free to read it alongside your own key figures. The indicators below are examples for the conversation — they are not part of the radar score, and no data is collected or shown here.

  • Growth

    Revenue growth over time — in total and split between new and existing customers.

  • Contribution margin

    Development in contribution and margin per customer, segment or product.

  • Win rate

    Share of qualified opportunities that become won customers.

  • Retention

    Customer retention and revenue retention in existing customers.

  • Forecast accuracy

    How close the realised result is to the forecast.