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Cause & Effect Analysis for Studying CRM Failures
Cause & Effect Analysis is used for diagnosis or root cause analysis. The information is structured in a way that mirrors how our brains function – in a radiant rather than a linear manner.
We literally ‘map out’ associations, connections to further stimulate ideas.
You work backwards from the effect to understand the causes.
For example, in a recent engagement where we were diagnosing falling sales, a cause & effect analysis drew upon the following areas for further analysis:A: Processes B: People C: Structure D: Planning
Our discussion in the workshops went into details along these directions above with deeper dive questions:
- What process is in place for managing deals from leads to closure?
- What processes are in place for ongoing pipeline and forecast management?
- What is the level of competency and available training for sales reps and managers?
- What onboarding procedures are being utilized for sales staff?
Ramana Metlapalli
Ramana is a Managing Principal at Varasi. Ramana is a lifelong learner and eternally curious about what goes into making some individuals and organizations, high performance ones. He writes about Business Analysis, Salesforce best practices and the world of Consulting.
