Sales Readiness Assessment
A scored assessment to gauge how prepared you are to execute a consistent, effective sales process. Select one option per question; your total score determines the result.
/10
How clearly defined is your target customer (ICP) and buyer persona?
Not defined; we sell to anyone who might be interested
Rough idea, but not documented or consistently used
Documented and used sometimes, but not consistently across the team
Clearly documented, validated with data, and consistently used
/10
How strong and specific is your value proposition for your ICP?
Generic; it sounds like many competitors
Somewhat clear, but still feature-focused
Clear outcomes and differentiation for most use cases
Highly specific, outcome-driven, and clearly differentiated
/10
How repeatable is your lead generation (inbound and/or outbound)?
Ad hoc; pipeline depends on luck or sporadic efforts
Some regular activity, but inconsistent results
Repeatable channels exist, but not yet predictable month-to-month
Predictable, measured pipeline generation with clear channel ownership
/10
How qualified is your pipeline (fit, intent, and ability to buy)?
Mostly unqualified; many deals stall quickly
Some qualification, but criteria are loose or inconsistent
Good qualification on most deals; some leakage remains
Consistently high-quality pipeline with clear qualification gates
/10
How defined is your sales process from first touch to close?
No defined process; everyone sells their own way
Basic stages exist, but steps and exit criteria are unclear
Defined stages and steps; not always followed or enforced
Clearly defined stages with exit criteria, playbooks, and adherence
/10
How effective is your discovery (understanding problems, impact, and buying context)?
Mostly product pitching with minimal discovery
Some discovery, but it misses key business drivers and stakeholders
Structured discovery that usually identifies pain and success criteria
Consistent, deep discovery tied to impact, urgency, and decision process
/10
How strong are your sales materials (deck, demo, case studies) for your ICP?
Outdated or missing; materials are improvised
Basic materials exist, but they are generic or inconsistent
Solid materials aligned to common objections and use cases
Highly tailored assets by persona/stage with proven performance
/10
How confidently can you handle objections (price, competition, priority, trust)?
We often get stuck or discount heavily to move forward
We handle common objections sometimes, but it varies by rep
We have good responses and usually maintain value
We proactively prevent objections and address them consistently
/10
How reliable is your forecasting and pipeline management?
Forecasting is mostly guesswork; large surprises are common
Some structure, but stage definitions and probabilities are unreliable
Generally accurate with periodic surprises; reviews help
Consistently accurate with strong hygiene, coaching, and leading indicators
/10
How effective is your post-sale handoff and retention/expansion motion (if applicable)?
Handoff is unclear; customers often feel dropped after signing
Basic handoff exists, but success metrics and ownership are unclear
Good handoff with defined next steps; some inconsistency remains
Seamless handoff with clear success plans and strong expansion readiness
🤝 Early-Stage Sales Readiness
Your sales motion is still forming. Focus on defining your ICP and value proposition, building a consistent pipeline engine, and documenting a simple, enforceable sales process with clear qualification and discovery standards.
📈 Developing Sales Readiness
You have the fundamentals in place, but execution is inconsistent. Tighten qualification and discovery, standardize sales materials and objection handling, and improve pipeline hygiene and forecasting to make results more predictable.
💪 High Sales Readiness
You have a strong, repeatable sales foundation. Prioritize optimization: improve conversion at each stage, refine enablement and messaging by persona, strengthen forecasting precision, and scale pipeline generation with clear channel ownership.