GTM Motion Diagnostic
A structured read on whether your go-to-market motion is repeatable, or whether it is being carried by a small number of people.
Resource · Aashish Nanavati · 2 March 2026
Use this diagnostic before adding headcount or spend to a motion. It tests repeatability, not effort.
1. Definition
Write down, without consulting anyone, what makes a lead qualified. Then ask Sales and Product to do the same. Compare. Any divergence is your first leak.
2. Transfer
Trace one closed-won deal and one closed-lost deal from first touch to outcome. Record every system the record passed through and every field that was re-entered by hand.
3. Dependency
For each stage, name the person the stage would break without. If one name appears three or more times, the motion is not a system yet.
4. Repeatability
Take last quarter's conversion rates by stage and compare to the two prior quarters. Stability implies structure; volatility implies the motion is still being improvised.
5. Output
The result is a one-page leakage map: stage, owner, signal available, signal used. Everything unused is your working backlog.