Free Revenue Health Assessment

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1. Choose ONE answer which best describes you:

We review production on a monthly or quarterly basis and are often surprised at the outcomes.

Executives and team members alike can observe the health of our lead and sales pipeline at a glance through a clear dashboard featuring relevant metrics.

Executives rely on weekly or monthly reports from sales and marketing managers to manage our pipeline, projections and quotas.

We have a dashboard with many metrics but could use help filtering out the ones which really matter from the clutter.

2. Choose ONE answer which best describes you:

We have a good sales & marketing team but the CEO is often involved in closing deals.

The CEO needs to step in often to troubleshoot deals and operational issues.

My business has a good sales & marketing operation that doesn’t rely on the CEO’s personal sales ability and connections to make our revenue goals.

Our CEO is the biggest rain-maker and we could not make it without him or her.

3. Choose ONE answer which best describes you:

In our organization, the CRM is “the bible” and is used by everyone for every lead.

Salespeople are free to use whatever lead tracking mechanism they wish—including spreadsheets, iPhone Notes, etc. as long as they fill out regular reports on status.

We don’t use customer relationship management much—we are transactional and strictly revenue-focused.

We have good CRM software, but it is not updated often enough or with enough detail to paint an accurate picture.

4. Choose ONE answer which best describes you:

Our people have clearly defined metrics for success, and their individual performance is judged solely by, and compensation based on, these metrics.

Metrics matter, but we prefer to manage individuals based on personality and feedback from others.

Our main concern is revenue, so that is the only metric we measure and manage.

We judge performance based on the overall performance of the unit or group, rather than on an individual’s metrics.

5. Choose ONE answer which best describes you:

We assess sales team members using a tool such as the Predictive Index but use results as a coaching tool rather than a hiring/firing tool

We have explored testing such as the Predictive Index in the past, but found it of limited value

Our sales team members, including new candidates, are all assessed with a tool such as the Predictive Index. People are placed in the best positions for success based on their profiles or offloaded

We have never formally assessed salespeople using a tool such as the Predictive Index and prefer to go by personality, interview questions, past performance, etc.

6. Choose ONE answer which best describes you:

We prefer to run our business on a day-to-day basis rather than stick to a formal sales & marketing plan.

Our sales & marketing “plan” is whatever the CEO and certain executives decide to do after meetings.

We have a formal sales & marketing plan, but we often stray due to circumstances beyond our control

We have our sales & marketing plan, including projections, fully fleshed out for the year

7. Choose ONE answer which best describes you:

Our sales team needs much improvement. We often struggle to hit our revenue goals.

Our sales team is sufficient to meet our revenue goals, but we’ve hit a ceiling.

Our salespeople are a mixed bag. Sometimes we meet our revenue goals, sometimes not.

We have world-class, quota-crushing salespeople and regularly exceed our revenue goals.

8. Choose ONE answer which best describes you:

We deal mostly in referrals and would like more lead generation through other channels.

Our lead generation is fine, but many are unqualified or otherwise hard to close.

We have abundant qualified leads and close a high percentage of them.

We struggle with both lead generation and closing sales.

9. Choose ONE answer which best describes you:

We have a well-designed formal sales & marketing process which covers account-based marketing, lead generation, scripts, role play, CRM, referrals, account management, etc.

We use a sales funnel with defined steps as a guideline for people to follow, but do not have a clear system or dashboard to reflect deal status or the health of our pipeline at a glance.

We need help designing a workable sales process, because past attempts haven’t been successful.

As long as revenue is coming in, salespeople are free to work as they see fit. No need for a formal sales process.

10. Choose ONE answer which best describes you:

Our Vision, Mission and Values sometimes diverge from what we ask our sales & marketing teams to do.

We don’t have formally expressed Vision, Mission and Values.

Our Vision, Mission and Values align with our sales & marketing plan and we communicate these frequently so the entire team aligns their actions.

Executives are the only ones who really refer back to the Vision, Mission and Values.

Question 1 of 10

Revenue Health Assessment

Taking this simple, 10-question quiz will provide insight into your current sales and marketing processes as benchmarked to top-performing companies.