A 10-Minute Sales Assessment to Diagnose Your Biggest Growth Gaps

Before buying new tech or hiring more reps, pinpoint why revenue stalls. This rapid self-assessment reveals whether the root cause is process, methodology, framework—or all three.

Set Your Timer: Two Minutes per Section

Speed is your friend here. Grab your CRM dashboard and latest pipeline report. Then set a timer: two minutes per section, no more.
Answer each question honestly. “Sort of” counts as a no. It’s better to spot real gaps now than gloss over them.

This isn’t a memory test. Pull real data, gut-check your answers, and trust what you see.

Process Check: Is Your Sales Process Built for Growth?

A strong process is the backbone of scale. Here’s what to look for:

• Are stage entry/exit criteria documented and visible in CRM?
  Reps shouldn’t guess. Clear criteria help deals move forward cleanly—or stay where they are for good reason.
  
  
• Can every rep describe them accurately?
  Consistency drives forecast accuracy. If reps describe different rules, pipeline stages mean different things to different people—and that’s a major red flag.
  
  
• Is your forecast based on stage probabilities that match actual conversion data?
  Many teams still rely on "gut feel" probabilities. Instead, analyze your past 6–12 months of data to calibrate each stage’s real likelihood of closing.
  
  

✅ Score 1 point per “yes.”
Building a reliable pipeline starts with operational clarity. Without it, no tool or headcount can save your revenue targets.

Methodology Check: Are Your Sales Conversations Repeatable?

Process moves deals. Methodology moves people.
Ask yourself:

• Do reps use a common questioning model in discovery calls?
  A standard discovery framework (like MEDDICC, SPIN, or Challenger) ensures reps uncover needs, not just demo features.
  
  
• Is objection handling scripted around a shared philosophy?
  Great objection handling isn’t winging it. It’s coaching reps to stay curious, not defensive—aligned to your methodology.
  
  
• Are talk-tracks recorded and coached weekly?
  Top sales orgs listen, critique, and refine messaging every week. It’s the fastest way to spot bad habits and coach improvement in real time.
  
  

✅ Score 1 point per “yes.”
If your team is ad-libbing every call, it’s no wonder pipeline gets shaky fast.

Framework Check: Are You Targeting the Right Accounts?

Selling to the wrong customers? Even perfect execution won’t help.
Run these quick checks:

• Are target segments ranked by strategic value?
  Your best-fit customers should be easy to spot in your CRM.
  
  
• Does every live deal map to at least one priority segment?
  If you’re closing random deals, it’s time to tighten your focus.
  
  
• Are value propositions tailored to each persona in your library?
  High-converting teams customize messaging to roles—decision makers care about different outcomes than champions do.
  
  

✅ Score 1 point per “yes.”
Sales success isn’t just about working harder. It’s about working smarter, starting with where you aim your efforts.

Integration Check: Is Everything Working Together?

Good sales teams do good things separately. Great sales teams link everything.
Here’s how to spot real alignment:

• Does your CRM prompt methodology behaviors at each process stage?
  A CRM shouldn’t just track—it should guide reps through consistent actions that reflect your sales methodology.
  
  
• Do QBRs review deals through the lens of framework fit?
  Don’t just celebrate wins or mourn losses. Break down why deals matched—or missed—your ideal customer profile.
  
  
• Are cross-department dashboards tracking both revenue and strategic KPIs?
  Revenue matters. But so do things like win rate by segment, time-to-first meeting, or product usage signals post-sale.
  
  

✅ Score 1 point per “yes.”
When integration is strong, revenue becomes more predictable—and coaching becomes proactive, not reactive.

Interpret Your Results: What Your Score Means

After answering all 12 questions, tally up your “yes” answers:

• 10–12 points: World-class. Start layering AI and advanced analytics for incremental lifts.
  
  
• 7–9 points: Solid foundation. Focus next quarter’s work on your lowest scoring section.
  
  
• 4–6 points: Inconsistent. Launch a unification project, beginning with process clarity.
  
  
• 0–3 points: Stop the bleed. Stand up a basic process and framework immediately—before adding anything new.
  
  

Conclusion: Your Next Step Toward Smarter Sales Growth

In under 10 minutes, you now know exactly which lever will move revenue fastest.
The path is simple but powerful: ✅ Calendar a workshop focused on the lowest-scoring area.
✅ Rally your leadership team around one priority initiative—not five.
✅ Retest in 90 days to measure real improvement.

Fix the fundamentals before you layer on more tech, more training, or more headcount.
When your process, methodology, and framework are aligned, growth doesn’t just happen—it compounds.

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