3-Minute Sales Process Scorecard
1. Sales Process
Is our sales process aligned with our customers’ buying process?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Has our process been developed or updated within the past 2 years?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
2. Alignment
Does our team consistently follow our sales process, using well-defined guidelines and KPIs?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Do other departments in the company know our sales process (marketing, customer success, product management, etc.)?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
3. Lead Quality
Are we targeting the right ICP (industry, title, pain points)?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Are sales and marketing leadership fully aligned on how to effectively communicate our value proposition, messaging, and differentiators?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
4. Outreach & Messaging
Are we using an outreach sequence that includes email, phone, LinkedIn, and other relevant channels?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Are we personalizing outreach based on segment and persona?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
5. Lead qualification
Are response rates meeting our industry benchmarks?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Do we use a consistent discovery call “script” and scoring metric to effectively qualify opportunities?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
6. Conversion Metrics
Are we booking enough discovery calls, demos, and proposals per rep per week/month to achieve our revenue goals?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Do we track the conversion rates from lead → opp → closed deal to identify bottlenecks, where deals stall, etc.?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
7. Pipeline Management
Are we conducting regularly scheduled, mandatory pipeline meetings?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Are we maintaining a “clean” pipeline, for example, using specific guidelines for closing out opportunities when stalled for a certain length of time?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
8. Process & Tools
Are our CRM and sales enablement tools tuned to our sales process and producing reporting that helps determine the effectiveness and efficiency of our sales process?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Are there tools or processes we’re using that are inefficient, or that create hurdles for the sales team?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
9. Feedback & Learning
Are we regularly reviewing our sales and marketing executions to determine the ROI for best and worst channels?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
Are we conducting focus groups, after-sales interviews (won or lost), or regularly surveying our customers (NPS, customer satisfaction, product/service enhancements)?
Never, as far as I know
Yes, but not consistently
Yes, very much a part of our process
TOTAL SCORE
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