Twelve questions in five to seven minutes show where the system holds up and where it needs work. The diagnostic builds on a systematic approach that creates the right conditions for growth. You get a visual report and three concrete next steps.
Sales organisations rarely grow according to a plan. A methodology gets bought after one good meeting. A new CRM is rolled out when the last one let everyone down. A kickoff every January is supposed to set the direction. A few years later you have half a dozen separate initiatives that don't talk to each other. None of the parts is bad on its own, yet the whole still doesn't work.
Meanwhile, the B2B buying journey has changed fast. Buyers do most of their research on their own before you get to talk to them. According to Gartner, buying committees are made up of six to ten people. AI sums up the market for the buyer before you've had time to answer the first email. A sales organisation that worked in 2019 can be sitting there today wondering where the momentum went.
The framework behind the diagnostic maps out what holds a modern sales organisation together: twelve building blocks, arranged in four rows, that strengthen or weaken each other. Remove one and the others get weaker. Build one and the rest lift with it. The system is the whole point.
This diagnostic is built on that framework and calibrated for what B2B sales looks like today.
Make sure your sales organisation has the best possible conditions to succeed.
Your sales organisation is a system where the blocks talk to each other. Weak buyer insight feeds poor content. Poor content feeds sluggish sales meetings. Sluggish meetings produce an unreliable pipeline. An unreliable pipeline has managers steering by the wrong signals. Whatever shouts loudest isn't always where you need to start.
Managers who genuinely lift their teams see the organisation as a product with twelve building blocks and build those blocks so they work together. That's where the good cycle starts. Salespeople get what they need to grow and the knowledge stays even when someone leaves.
This is exactly where AI earns its place. The framework has been around for a long time, but it has been hard to keep alive over time. AI changes that. It can analyse recorded sales calls and show how closely you actually follow your methodology. It can put words to what your top performers do differently, so the knowledge can be shared instead of staying locked in a few heads. It can flag deals that are drifting before you notice yourselves and give the sales manager a daily picture of where coaching is needed. All of these tools exist today.
AI doesn't replace the system, though. If the system isn't built, AI just becomes a faster way of doing the wrong things. It multiplies what you already have, so it's worth adding once the foundation holds. This diagnostic shows where your system holds up, where it needs work and where AI gives you the most leverage. Twelve questions, five to seven minutes.
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The 12 building blocks come from Mike Kunkle's book The Building Blocks of Sales Enablement (ATD Press, 2021). Kunkle has more than 30 years in the field and leads the Sales Enablement practice at the Association for Talent Development. The framework is one of the most widely used for building modern B2B sales organisations and rests on decades of research and hands-on work with sales teams.
We have calibrated the diagnostic for what B2B sales looks like today, with longer buying journeys, bigger buying committees and AI changing the work of both buyers and sellers. The AI angles in the recommendations are our own. They point to how the technology is changing each building block right now. If you want to go deeper into the original, visit mikekunkle.com.
The diagnostic shows where your system holds up and where it needs work, plus where AI gives you the most leverage right now. Going from diagnosis to action is usually faster with someone who has built this before, both with and without AI. Take 30 minutes with Angelika and go through your report together.
GrowingSmart helps companies grow smarter with AI, content and strategy. We work a lot with sales organisations that want to build a system where AI makes the people in it stronger.
Not ready to book yet? Here are three places where you can get a feel for how we think and work.
How to get AI to sound like your brand, whoever is doing the writing. The sister page to the sales diagnostic, with the same thinking applied to another block.
→For when you'd rather build the skills in-house than buy them in. Training that shows salespeople, managers and teams how AI becomes a multiplier.
→Where we write about AI, sales, marketing and change management, with concrete cases and thinking from real engagements. The posts are in Swedish.
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