MDSS ASSESSMENT

Diagnose the gap before prescribing the solution.

This first-version assessment helps leaders identify where management attention should begin before sales performance can become more predictable.

  1. Million Dollar Sales System
  2. Assessment
  3. Five MDSS Diagnostic Gaps
  4. Repair
  5. Seven MDSS Systems
  6. Control

Diagnostic hypothesis, not a final diagnosis.

Your responses suggest where investigation should begin. They do not produce a definitive diagnosis, score, percentage, or guaranteed improvement path.

A form or process existing is not evidence that management control is actually operating. Look for evidence of execution, review, correction, and follow-through.

FIVE DIAGNOSTIC GAPS

Start with evidence.

Use the prompts to decide which area needs closer management review. The gaps identify where investigation begins; they are not the seven repair systems.

0 1

Outcome Gap

An Outcome Gap exists when the required commercial result is not defined clearly enough to manage: the result, period, scope, ownership where relevant, and the evidence or counting rule that establishes achievement.

  • Do we know exactly what result must be achieved?
  • Do we know the period, scope, and ownership where relevant?
  • Do we know what evidence will prove achievement?
0 2

Activity Gap

An Activity Gap exists when required new-business Activity has not been properly calculated, assigned, produced, or sustained.

  • New prospects.
  • Referrals.
  • Appropriate new opportunities within existing client relationships.
  • Not routine customer service, renewals, administration, or post-sale activity.
0 3

Capacity Gap

A Capacity Gap exists when the organization does not have enough productive sales capacity to execute the required new-business workload at the approved operating standard.

  • Amount of productive selling capacity.
  • Productive people and available productive selling time.
  • Workload-carrying ability, not nominal roster headcount.
0 4

Capability Gap

A Capability Gap exists when sufficient people and Activity are available, but the people responsible for execution cannot yet perform the required work effectively enough.

  • Capability must be demonstrated in performance.
  • Training attendance, completed courses, or coaching hours do not by themselves establish capability.
  • Managers and leaders must continuously develop people who report directly or indirectly.
0 5

Control Gap

A Control Gap exists when management cannot reliably determine what was required, what was executed, what evidence exists, what variance occurred, what correction is needed, who owns the correction, and whether follow-through restored control.

  • Requirement.
  • Execution.
  • Evidence.
  • Review.
  • Corrective Action.
  • Follow-Through.

SELF-ASSESSMENT PROMPTS

Answer simply. Look for the weak link.

Outcome

Do we know exactly what result must be achieved and what evidence will prove achievement?

Yes / Partly / No

Activity

Is enough of the required new-business Activity actually being produced?

Yes / Partly / No

Capacity

Do we have enough productive people, with enough available selling time, to execute the requirement?

Yes / Partly / No

Capability

Can our people perform the required work effectively?

Yes / Partly / No

Control

Can management see deviation early enough, act on the correct cause, and follow the action through until the required condition is restored?

Yes / Partly / No

No scoring weights are used on this page. The purpose is to identify where investigation should begin.

You have a hypothesis, not yet a diagnosis.

Explore the complete MDSS architecture, discuss implementation, or read the preview chapters.

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