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Inbound from our website or campaigns, but we don’t know exactly why they convert

Mostly from consistent outreach or campaigns, though messaging varies

We generate demand intentionally and know what messages drive conversion

A senior team member who still relies heavily on my input

A small team follows a general process but improvises often

A team follows a defined process that doesn’t depend on me or any single individual

Every deal is different—it depends who we’re talking to

We have general stages, but conversations vary widely

We follow a consistent process, but it’s still mostly seller-driven

Our process is clearly mapped to how our customers buy and executed consistently

We scramble to figure out what was promised

The transition is bumpy—there’s usually a lot of clarification needed

There’s a handoff, but it’s inconsistent between team members

Handoffs are smooth—everyone understands the promise and the customer context

That would be a huge problem—we’d likely see revenue drop immediately

We’d be fine short-term, but we’d have to hustle to recover

We’d manage, but it would reveal process weaknesses

We’re confident in continuity—our system is not person-dependent

It’s mostly based on our relationships or reputation

We have strong value, but it’s hard to explain quickly

We can describe it, but it varies by rep or situation

It’s clear, consistent, and part of how we sell and deliver

We mostly rely on gut feel and anecdotal feedback—if revenue is up, things are good

We track basic metrics like leads and closes, but don’t know the lead sources

We’re tracking lead sources, but don’t optimize based on the analytics

We regularly use accurate data sources to make proactive adjustments and optimize performance