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Sales Assessment

Helping you solve your sales puzzle

Below is our Baseline Sales Assessment. Whilst we use more sophisticated Sales Baseline Assessment tools with our customers, this covers the 8 key areas which will hopefully give you an understanding of areas you may want to look at based on your scores.

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First name

Last name

Email

Company name

Sales Strategy

1. Our sales strategy is clearly defined, documented, and understood by the sales team.*

2. We have identified and prioritized the right target customers and segments.

3. Our value proposition clearly communicates the outcomes we deliver, not just features.

4. Our sales goals align directly with the company’s broader strategic objectives.

5. We regularly review the market, competitors, and customer trends to adjust our sales approach.

Sales Process

6. Our sales process is structured, repeatable, and consistently followed.

7. We have a clear qualification framework that identifies true opportunities.

8. Our discovery approach consistently uncovers customer challenges, motivations, and desired outcomes.

9. Our sales conversations guide buyers through each stage with clarity and purpose.

10. We have a strong, aligned process for closing opportunities and confirming commitment.

Sales Metrics

11. We track meaningful sales metrics (pipeline, velocity, conversion rates, forecasting accuracy, etc.) that reflect real performance.

12. We track specific sales metrics including Marketing Qualified Lead to win ratio & Sales Qualified Lead to win ratio

13. We regularly review pipeline quality - not just pipeline size.

14. Sales performance conversations and review sessions occur consistently.

15. Our forecasting is reliable and based on objective criteria, not guesswork.

The Customer

16. We have a clear understanding of what our Ideal Customer Profile (ICP) is.

17. We have a clear understanding of what our Ideal Customer Contact Profile is.

18. We have a clear understanding of our Customers Journey with us.

19. We have fixed any missing or broken customer journey steps.

20. We have reviewed the Dark Funnel of the customer and have visibility.

Lead Management

21. Marketing is generating enough leads to ensure sales are able to hit their target.

22. We have a process to follow up leads internally.

23. We have a system to help us automate parts of lead management.

24. We understand how many leads are leaking, where and why.

25. We use LinkedIn to find new leads.

Account Management

26. We have a process to manage our customer accounts.

27. We segment our accounts into different tiers to prioritise different types.

28. We understand our different account lifecycles.

29. We have a systematic way of allocating accounts to maximise return.

30. We have a way to measure the health of customer accounts.

Contact Management

31. We measure how often we make contact with our customers.

32. We produce organisation charts of our contacts

33. We use metrics against each contact to understand their position

34. We measure who are supporters, neutrals and or against us.

35. We have a contact management framework we use.

Opportunity Management

36. We have reviewed our sales materials – Proposals, presentations, case studies to make them more customer focused.

37. We have a qualification process that’s sophisticated enough to qualify in or out.

38. We understand the other projects happening in our prospects.

39. We measure pipeline velocity for each opportunity.

40. We understand the impact of entering a sales cycle early or late.

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