The 30-Day GTM System Health Check

In my last post (https://lnkd.in/ej7VBs94), I introduced Go to Market Autoimmune Disorder - when your own growth systems quietly reject the expansion they were built to drive.

Here's your answer.

Week 1: Diagnose the Symptoms

• •Audit your customer portfolio. Are top accounts getting 80 percent of attention while high-margin tail accounts drift?
• •Review your comp plan. Do reps earn the same for a 10K transaction and a 50K expansion? If so, incentives are misaligned.
• •List every sales and marketing tool launched in the last 18 months. Did it change behavior or just digitize old motion?

Week 2: Map Misalignments

• •Follow one deal from first touch to close. Where does momentum break down?
• •Shadow sales managers. Are they coaching motion or just reporting numbers?

Week 3: Test System Response

• •Propose one customer friendly change that requires cross-team coordination. See how the system reacts.
• •Take a low-risk decision that usually takes 2 weeks. Try to do it in 2 days. Count every barrier.

Week 4: Design the Fix

• •Identify your dominant dysfunction: incentive, operational, or cultural
• •Pilot one meaningful change. Look for signal, not perfection
• •Share what you found. Commit to one system-level shift

Reality Check

If this audit feels overwhelming, that is your answer. Healthy systems invite inspection. Autoimmune ones resist it.

The cure is not more tools. It is architecture.

What part of your system is quietly saying no to growth?