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The Foundation Scan
The best sales organizations build their sales foundation & SOPs first, then automation.
Ten questions, two minutes, and you'll know where your organization stands and what the logical next step is.
Level 1: Foundation (knowing the market and mapping it out)
How sharp is your image of the ideal customer?
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A
We target everyone who could potentially buy
B
We have a general idea, but it's not documented anywhere
C
Our ICP is documented and the whole team uses it for prioritization
Do you know why your best customers chose you?
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A
Honestly, not exactly
B
We have a feeling, but it was never researched
C
Yes, we know the buying reasons and use them in our messaging
Level 2: CRM, pipeline and contact management
How reliable is your CRM?
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A
We don't have a CRM, or no one uses it
B
There's a lot in it, but no one trusts it completely
C
The CRM is accurate and drives our decisions
Can you tell how many deals are in which stage right now?
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A
No, it would take an afternoon to figure out
B
Roughly, with some uncertainty
C
Yes, in a few clicks, and the figures are accurate
Level 3: Outreach and follow-up
What happens to a lead that comes in right now?
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A
Depends on who picks it up
B
There's a routine, but no documented process
C
There's a set process with agreed-upon follow-up times
What happens to your outbound if your best salesperson leaves tomorrow?
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A
It would mostly come to a halt
B
Others could take over, but it would stutter
C
The process is independent of individuals and keeps running
Level 4: Smart workflows and signals
How do you know when a prospect is moving?
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A
We only see it when they reach out themselves
B
We check manually, if there's time
C
Signals arrive automatically and drive our follow-up
How much time do your sales reps spend on research and administration?
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A
Most of their week
B
Too much, but it's workable
C
Little: the system feeds them and updates, they sell
Level 5: AI and automation
What is your experience with AI in the commercial process?
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A
None yet, or a disconnected tool that no one uses
B
We're experimenting, but it yields little result so far
C
AI runs on a set process and demonstrably yields time or pipeline
If you were to turn on automation tomorrow, do you know exactly what it should do?
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A
No, we'd first have to figure out how the process actually runs
B
Partly: some steps are clear, others are in people's heads
C
Yes, the process is documented and automation can plug straight into it
Where should we send the results?
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First name
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