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The Sales Engine Scorecard

Twenty questions, scored out of ten. It measures two things separately — the system you have built, and the results you are actually getting — then tells you which of those two is lying.

Eight minutes. Scored on this page — we ask for your name, company and work email to release the result. No call unless you ask for one.

Before you start — read this

Score what happened last quarter, not what is supposed to happen. Every self-assessment in the world skews high. This one is built to catch that: claim an 8 or above and you will be asked whether you could actually show it. If you cannot, the score is discounted — because an undocumented process is not a process.

If you are unsure of an answer, score it low. Not knowing is the finding.

Part 1 · Your system

Fifteen questions about what is actually built.

Pipeline & Forecast

1. Every open deal has a written next step with a date on it.

0 · Nothing is scheduled5 · Most big deals are10 · Every deal, no exceptions

Pipeline & Forecast

2. Last quarter's forecast landed within 15% of what actually closed.

0 · Nowhere near5 · Roughly right10 · Within 15%, reliably

Pipeline & Forecast

3. You could state today's qualified pipeline value right now, without asking anyone.

0 · No idea5 · Approximately10 · To the rupee

ICP & Qualification

4. A written ideal-customer profile exists, and deals actually get rejected because of it.

0 · Nothing written5 · Written, loosely used10 · Written and enforced

ICP & Qualification

5. Three reps asked what makes a deal ‘qualified’ would give the same answer.

0 · Three different answers5 · Broadly similar10 · Word for word

Deal Path

6. Your pipeline stages have written entry and exit criteria, not just names.

0 · Names only5 · Some defined10 · All stages, written

Deal Path

7. A deal cannot advance a stage unless a specific artefact or event exists.

0 · Reps move deals freely5 · Loosely policed10 · Enforced in the system

Deal Path

8. You know from data — not opinion — which stage most deals die in.

0 · No idea5 · A hunch10 · From the numbers

Conversation

9. Discovery questions are documented and used consistently across the team.

0 · Everyone improvises5 · Some shared material10 · Documented and used

Conversation

10. Your top five objections have agreed responses every rep can deliver.

0 · Each rep invents their own5 · Informally shared10 · Agreed and practised

Cadence & Coaching

11. A weekly pipeline review runs to a fixed agenda — including when the founder is away.

0 · No regular review5 · Happens when we can10 · Weekly, agenda-led, always

Cadence & Coaching

12. Every rep was coached on a live deal at least twice in the last month.

0 · No coaching happened5 · One or two people10 · Everyone, twice or more

Cadence & Coaching

13. Follow-up after a customer meeting is system-driven, not memory-driven.

0 · Purely memory5 · Partly reminded10 · System-driven

Data & Measurement

14. One source of truth exists for customer data, updated the same day.

0 · Spreadsheets everywhere5 · One system, patchy10 · One system, same-day

Data & Measurement

15. You track win rate and sales-cycle length by stage, not just closed revenue.

0 · Revenue only5 · Some tracking10 · By stage, reviewed

Part 2 · Your results

Five questions about what is actually happening. These are the ones that cannot be talked up.

Reality check

R1. Are you hitting your sales numbers right now?

0 · Far below target5 · About on target10 · Consistently above

Reality check

R2. Is your sales growth accelerating compared with 12 months ago?

0 · Slowing or falling5 · Flat10 · Accelerating

Reality check

R3. How independent is revenue from your top two performers?

0 · They carry almost everything5 · Meaningful spread10 · Well distributed

Reality check

R4. How quickly does a new sales hire start closing on their own?

0 · 9 months or more5 · 4-6 months10 · Inside 90 days

Reality check

R5. How often can an important deal close without you personally in the room?

0 · Almost never5 · Sometimes10 · Nearly always