Sales SnapShot Assessment

We have no consistent way to capture new opportunities; it relies on memory or chance.

We capture opportunities as they arrive, but there is no structure to the intake.

We have a defined intake process, but it is not applied consistently.

All opportunities flow through a standard intake process.

Our intake process is standardized and we track volume and source effectiveness.

We continuously measure and optimize our intake based on real-time data.

Our lead sources are disconnected, and we have no visibility into how they link to our sales.

We have ad hoc methods for tracking sources, but data is often siloed or inaccurate.

We have a basic manual process to track lead sources in our CRM.

All lead sources are automatically integrated and tracked in our CRM.

We regularly report on source effectiveness and attribution.

We optimize our investment across channels based on real-time source performance data.

We capture almost no information; it’s mostly just names or contact details.

Information collection is inconsistent and depends on the rep handling the lead.

We have a set list of required fields, but data quality is often poor.

Standardized forms and processes ensure we capture key data on every new opportunity.

We have automated data validation and regular audits of information quality.

Our system automatically enriches and updates lead data, ensuring high-quality, actionable insights.

We have no clear profile; we target anyone who will buy.

We have a vague sense of our ideal customer, but it’s not documented.

We have a basic profile, but the team applies it inconsistently.

We have a documented ideal customer profile that the team consistently uses.

We have a data-backed profile that we actively measure against our win rates.

We use predictive data to constantly refine our ideal customer profile.

There is no qualification process; every lead is treated as a potential deal.

Qualification is purely based on the rep’s intuition.

We have basic qualification criteria, but they aren't strictly enforced.

We follow a standardized qualification framework (e.g., BANT, MEDDIC) for every opportunity.

We track qualification data and adjust our criteria based on conversion results.

Our qualification process is fully automated and optimized for maximum conversion.

We have no prioritization; we react to whoever is loudest or emails us.

Prioritization is based on individual rep preference or intuition.

We have basic guidelines for prioritization, but they are often ignored.

We use a standardized scoring or tiering system for all incoming opportunities.

We track prioritization data and refine our model based on conversion success.

We use automated, AI-driven prioritization based on real-time data and behavior.

Many opportunities sit unassigned or wait for someone to claim them.

Ownership is assigned based on whoever is available or feels like taking it.

We have a general process for assigning ownership, but it’s often bypassed.

Every opportunity is automatically assigned a clear owner upon entry.

We have clear rules for re-assignment and escalation when owners change.

Our system dynamically assigns owners based on skill, availability, and lead fit.

We don’t use next actions; we rely on memory or sporadic follow-up.

Next actions are tracked by individual reps in their own notes or calendars.

We encourage reps to set next actions in the CRM, but it’s inconsistent.

The process mandates a next action for every opportunity in our CRM.

We track and audit the presence of next actions as part of pipeline hygiene.

Next actions are automatically generated or suggested by our system based on deal stage.

There is no handoff process; things get lost in the transition.

Handoffs happen via informal email or chat, and details are often missed.

We have a basic handoff process, but it requires significant manual cleanup.

We have a standard, documented handoff protocol between all relevant teams.

We measure the speed and success rate of our handoffs.

Our system fully automates handoffs with full context transfer and automated alerts.

We often don't contact new leads; we wait for them to contact us.

Follow-up happens sporadically depending on rep workload.

We have a loose goal to contact leads quickly, but it’s rarely met.

Sales SnapShot Assessment

How Strong Is Your Sales System?

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