01 How predictable is your ability to generate qualified new revenue opportunities each month?
Strong Highly predictable and repeatable Above Average Generally reliable with minor gaps Inconsistent Performance varies meaningfully Weak Unreliable and difficult to forecast Major Gap No repeatable acquisition engine
02 How clearly has your organization defined the markets, partners and accounts most likely to produce meaningful revenue?
Strong ICP and prioritization are data-driven Above Average Clear focus with some refinement needed Inconsistent Defined, but not used consistently Weak Broad targeting with limited prioritization Major Gap No meaningful ICP discipline
03 After winning a new customer, how consistently does that relationship reach full activation or first value within your target timeframe?
Strong Fast, measured and consistent activation Above Average Most accounts activate on plan Inconsistent Activation varies by account or rep Weak Meaningful signed-to-active leakage Major Gap Activation is largely unmanaged
04 Do you have a documented onboarding and activation process that sales and customer-facing teams consistently follow?
Strong Documented, owned and measured Above Average Solid process with small inconsistencies Inconsistent Process exists but adherence varies Weak Informal process and unclear ownership Major Gap No reliable activation operating system
05 What percentage of your active customers or accounts are producing at or above their expected revenue potential?
Strong Most active customers meet expectations Above Average Healthy productivity with clear upside Inconsistent Large spread in customer/account productivity Weak Too many low-producing active customers/accounts Major Gap Customer/account productivity is not managed
06 How effectively does your organization identify and capture additional revenue from existing relationships?
Strong Expansion is systematic and measurable Above Average Strong expansion with some whitespace Inconsistent Expansion depends on individual effort Weak Existing-account upside is underdeveloped Major Gap No repeatable expansion motion
07 How confident are you that your current pipeline accurately represents what will close and when?
Strong Forecast is trusted and consistently accurate Above Average Generally reliable with explainable variance Inconsistent Accuracy varies materially Weak Pipeline quality or timing is unreliable Major Gap Leadership cannot rely on the forecast
08 Does your sales organization have defined stages, KPIs, accountability and a repeatable operating cadence?
Strong Clear system, consistent inspection, strong accountability Above Average Well managed with isolated gaps Inconsistent Defined but not uniformly executed Weak Limited discipline or inconsistent management Major Gap No dependable revenue operating cadence
09 Are revenue decisions driven by clear data, ownership and accountability across the organization?
Strong Decisions are fast, data-driven and owned Above Average Strong leadership with some data gaps Inconsistent Decision quality varies by function Weak Ownership and data confidence are unclear Major Gap Revenue management is reactive
10 If opportunity volume doubled over the next 12 months, could your current revenue organization handle it effectively?
Strong Systems and leadership are ready to scale Above Average Mostly ready with manageable constraints Inconsistent Scaling would expose meaningful gaps Weak Current organization would strain materially Major Gap Growth would likely break the system
