From business concern to investigation
Clarifying the problem before selecting a learning solution.
A sales leader requested a forecasting boot camp after identifying concerns about pipeline development, deal progression and forecast reliability. I developed a structured needs analysis to investigate the underlying challenges and inform a targeted response.
The business concern
Deals slipped between reporting periods, replacement opportunities were not always available, and forecasting practices varied. The investigation considered both the skills people needed and the working conditions affecting performance.
The question I set out to answer
What knowledge, skills and working practices would help the team qualify opportunities, maintain a healthier pipeline and make better-informed forecasts?
The evidence I gathered
Structured interviews with team members and nominated high-performing Account Executives; discussions with the sales leader; and existing sales-leadership guidance. Coaching-metrics information was also reviewed, with data-quality questions identified for follow-up.
How I analysed it
I grouped recurring themes across forecasting, pipeline management, discovery, objection handling and deal closure. I compared reported practices and established a working baseline of relevant knowledge and skills.
The resulting deliverable
A needs-assessment report connecting the initial concerns, aggregated findings, potential contributing factors and development recommendations. The manager reviewed the findings and used the assessment in subsequent team discussions.
Adapted from original work for portfolio use. Organisation, participant and customer identities have been removed. Findings are aggregated and paraphrased; no verbatim interview responses or individual performance figures are included.