What the method is
An access-controlled diagnostic tool that surfaces friction and bottlenecks in the sales operation. It is particularly relevant for SMEs, but the underlying model can be adapted to other commercial environments.
SME Sales Flow Check
Maps friction and bottlenecks in the sales flow and provides a structured basis for deciding what to improve first.
Access-controlled diagnostic tool · Ready for limited customer use
Professional lead: Marius Ottesen
Developed by: Marius Ottesen
The SME Sales Flow Check is used to map where commercial friction arises from lead and customer follow-up through to next action, sales and leadership insight – and what the business should prioritise first.
The challenge
Many businesses have invisible friction in the sales operation: CRM is used inconsistently, lead follow-up is weak, or proposal processes are unstructured. Root causes are rarely identified systematically.
How the solution works
The respondent completes a structured assessment and can go deeper in weak areas. Scores and free text are analysed, and the customer receives a basis for prioritisation and follow-up. If AI is used in CRM, customer dialogue, meeting summaries, lead handling or other commercial follow-up, we also consider whether it is clear what data is being used, who is accountable and how AI-generated outputs are reviewed.
Relevance / potential value
The solution makes commercial friction visible and can give leadership a better basis for deciding which areas to improve first.
Status and use
An access-controlled diagnostic tool, ready for limited customer use. It is a diagnosis and prioritisation tool, not a CRM implementation or a finished sales strategy.
Possible further development
Further potential includes CRM integration, industry adaptation, stronger follow-up logic and reporting for different commercial teams.
What was built
Diagnostic app
Structured mapping with a main assessment and a deeper dive.
AI-supported reporting
Analysis of scores and free text, with a customer report and recommended actions.
Administrative follow-up
An admin console that collects responses and supports prioritisation and further follow-up.
For more information about the development, methodology and technical design, see:
Marius Ottesen’s project description of SME Sales Flow Check
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