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Sales-process Health-Check
Do you have a sales playbook?
*
Do you have a sales playbook?
A
Yes, updated regularly and used daily
B
Yes, exists but utilization is not consistent
C
Draft only
D
What playbook?
Is your sales process clearly documented and consistently followed?
*
Is your sales process clearly documented and consistently followed?
A
Fully documented and followed
B
Documented but partly followed
C
Depends on the reps
D
Process is pure vibes
How confident are you that reps run discovery calls that uncover real customer pain?
*
How confident are you that reps run discovery calls that uncover real customer pain?
A
Very confident
B
Mostly confident
C
Somewhat confident
D
Discovery equals polite chitchat
Have you documented your ICP and buyer personas?
*
Have you documented your ICP and buyer personas?
A
Documented and solid
B
Documented but not sure how solid
C
Partial notes
D
Anyone with a wallet counts
How aligned are your sales and marketing teams?
*
How aligned are your sales and marketing teams?
A
Fully aligned and collaborating daily
B
Aligned on theory but not on practice
C
Not working together
D
Silent war
Can every rep present what makes your company unique in under 30 seconds?
*
Can every rep present what makes your company unique in under 30 seconds?
A
Yes, confidently
B
Most can
C
Some can
D
Prefer not to know
How regularly do sales managers hold structured 1‑1 meetings with each rep?
*
How regularly do sales managers hold structured 1‑1 meetings with each rep?
A
Weekly
B
Every other week
C
Monthly
D
Meetings happen by surprise
Do you have a clear, documented understanding of why deals are lost?
*
Do you have a clear, documented understanding of why deals are lost?
A
Logged and reviewed monthly
B
Logged and reviewed quarterly
C
Logged sporadically
D
Reasons lost in the void
How often do reps receive formal skills training?
*
How often do reps receive formal skills training?
A
Quartely
B
Twice a year
C
Annually
D
No training
Is a dedicated CRM in place and used by everyone with clean data?
*
Is a dedicated CRM in place and used by everyone with clean data?
A
Yes and data is clean
B
CRM exists but patchy
C
Home-made tool
D
Mostly spreadsheets
Do sales and marketing share one documented definition of a qualified lead or opportunity?
*
Do sales and marketing share one documented definition of a qualified lead or opportunity?
A
Yes and enforced
B
Mostly agree
C
Informal or partial
D
Everyone uses their own version
How accurate is your quarterly revenue forecast versus actuals?
*
How accurate is your quarterly revenue forecast versus actuals?
A
Within 5 percent
B
Within 10 percent
C
Within 20 percent
D
No forecast
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