First Name

Last Name

Phone

Email

Organization

Website

PILLAR 1: PLAYBOOKS

Documented approaches and best practices.

Rate each item on a scale of 1-5:

● 1 = Not at all true (no implementation)

● 3 = Somewhat true (partial implementation)

● 5 = Completely true (full implementation)

We have a clearly documented sales process with defined stages, criteria, and activities

1

2

3

4

5

Our prospecting approach is standardized and documented for consistent execution

1

2

3

4

5

We have documented qualification criteria that all team members use consistently

1

2

3

4

5

Our presentation/demo approach is standardized with clear best practices

1

2

3

4

5

We have documented strategies for handling common objections and concerns

1

2

3

4

5

Our negotiation and closing techniques are standardized and documented

1

2

3

4

5

We have playbooks for different customer segments or industries

1

2

3

4

5

Our handoff process between teams (SDR to AE, Sales to Customer Success) is documented

1

2

3

4

5

PILLAR 2: PEOPLE

Hiring, onboarding, and development systems

Rate each item on a scale of 1-5:

● 1 = Not at all true (no implementation)

● 3 = Somewhat true (partial implementation)

● 5 = Completely true (full implementation)

We have a standardized hiring process with clear criteria for sales roles

1

2

3

4

5

Our interview process effectively predicts sales success in our organization

1

2

3

4

5

We have a structured onboarding program that consistently produces results

1

2

3

4

5

New sales hires become fully productive in a predictable timeframe

1

2

3

4

5

We have ongoing training and development programs for continuous improvement

1

2

3

4

5

Our coaching approach is consistent across managers and teams

1

2

3

4

5

We have clear career paths and growth opportunities for sales team members

1

2

3

4

5

Our compensation structure effectively drives desired behaviors and results

1

2

3

4

5

PILLAR 3: PROCESSES

Standardized workflows and communication protocols

Rate each item on a scale of 1-5:

● 1 = Not at all true (no implementation)

● 3 = Somewhat true (partial implementation)

● 5 = Completely true (full implementation)

We have standardized workflows for lead management and follow-up

1

2

3

4

5

Our opportunity management process is consistent across the team

1

2

3

4

5

We have structured meeting rhythms (daily, weekly, monthly) that drive results

1

2

3

4

5

Our communication protocols ensure information flows effectively

1

2

3

4

5

We have clear handoff processes between different functions and teams

1

2

3

4

5

Our CRM usage is consistent with standardized data entry and updates

1

2

3

4

5

We have established processes for escalations and exception handling

1

2

3

4

5

Our forecasting process is systematic and produces reliable predictions

1

2

3

4

5

PILLAR 4: PERFORMANCE

Metrics, goals, and review systems

Rate each item on a scale of 1-5:

● 1 = Not at all true (no implementation)

● 3 = Somewhat true (partial implementation)

● 5 = Completely true (full implementation)

We have clearly defined KPIs that align with business objectives

1

2

3

4

5

Our performance metrics include both leading and lagging indicators

1

2

3

4

5

We have a standardized goal-setting process that drives performance

1

2

3

4

5

Performance data is visible and accessible to all relevant stakeholders

1

2

3

4

5

We have a structured review process for evaluating performance

1

2

3

4

5

Performance issues are identified early and addressed systematically

1

2

3

4

5

We have mechanisms for capturing and implementing best practices

1

2

3

4

5

5

Our recognition and accountability systems drive desired behaviors

1

2

3

4

5

NEXT