Sales Process Analysis and Redesign Questions

Comprehensive practice of diagnosing, analyzing, and redesigning end to end sales processes to improve efficiency, win rates, pipeline health, and forecast accuracy. Candidates should demonstrate a structured diagnostic approach that combines quantitative analysis of funnel metrics and conversion rates with qualitative interviews of sellers and customers to surface problems such as long sales cycles, low win rates, pipeline leakage, inconsistent stage conversions, inaccurate forecasting, and suboptimal qualification. Core skills include identifying and instrumenting key performance indicators and data sources such as win rates, stage conversion rates, sales cycle length, pipeline health, sales representative activity, territory coverage, and forecasting inputs; performing root cause analysis to distinguish systemic process issues from execution or data quality problems; and generating prioritized solution ideas. Solution options may span process design, role and territory adjustments, quota and incentive changes, tooling and automation, sales enablement and training, and targeted experiments or pilots. Candidates should also be able to design implementation plans that include pilot scope, change management, success metrics, iteration cycles, and scaling strategies. Emphasis is on translating diagnostic findings into prioritized, measurable actions that increase sales efficiency, predictability, and revenue outcomes.