Leader
Assessment/Quiz
Free
Sales Playbook Readiness Self-Assessment
A 20-question scored self-assessment that grades your playbook's coverage, structure, adoption, and governance, and returns a four-level maturity score.
What's inside
- 20 scored questions across 4 categories: Coverage, Structure, Adoption, Governance
- A 0-3 scoring scale with defined criteria per point
- Category subtotals and a 60-point total score
- A 4-level maturity model (Ad Hoc through Optimized) with score ranges
- Diagnostic guidance for reading uneven category scores
- Recommended re-scoring cadence
20 Questions. Scored. Gives You a Maturity Level.
How to score each question:
- 0 — Doesn't exist
- 1 — Exists, but stale or unused
- 2 — Exists and is partially used/current
- 3 — Exists, current, actively used, and measured
Category 1: Coverage (max 15)
- Do you have a current, accurate battlecard for every competitor you regularly face? ___
- Do you have persona-specific messaging (not one-size-fits-all) for your key buyer types? ___
- Does your objection-handling library cover at least your top 15-20 recurring objections? ___
- Is your pricing/packaging guidance current with what's actually being quoted today? ___
- Do you have industry or vertical variants where your buyers genuinely differ by sector? ___
Category 1 subtotal: ___ / 15
Category 2: Structure (max 15)
- Is the playbook explicitly mapped to your actual pipeline stages? ___
- Does every stage have clear entry and exit criteria? ___
- Is content built on a consistent template/format across stages (not ad hoc)? ___
- Is there a single source of truth location (not three versions floating in different drives)? ___
- Is version/last-updated information visible on every asset? ___
Category 2 subtotal: ___ / 15
Category 3: Adoption (max 15)
- Can reps find the relevant content in under 30 seconds during a live call? ___
- Is the playbook embedded in the CRM/workflow reps already use, not a separate destination? ___
- Is usage actually tracked (opens, references, artifact use), not assumed? ___
- Does new-hire ramp use the playbook as its backbone, not a separate onboarding deck? ___
- Do managers reference specific playbook stages/content during coaching and 1:1s? ___
Category 3 subtotal: ___ / 15
Category 4: Governance (max 15)
- Is there a named owner accountable for the playbook (not "the whole sales team")? ___
- Is there a defined review cadence (monthly/quarterly/annual) that's actually being followed? ___
- Does win/loss data feed directly into playbook updates? ___
- Is there a working feedback loop for reps to flag stale or missing content? ___
- Are there explicit retirement criteria for content that's stale or unused? ___
Category 4 subtotal: ___ / 15
Total Score: ___ / 60
Maturity Bands
| Band | Score range | What it means |
|---|---|---|
| Level 1 — Ad Hoc | 0-15 | No real playbook exists; reps are improvising individually. Start with Category 2 (Structure) before adding content. |
| Level 2 — Developing | 16-30 | Content exists but is inconsistent and under-adopted. Focus on Adoption (Category 3) — distribution and findability are usually the blocker, not content quality. |
| Level 3 — Defined | 31-45 | Playbook is structurally sound and mostly used. Focus on Governance (Category 4) to make sure it stays current instead of decaying. |
| Level 4 — Optimized | 46-60 | Playbook is comprehensive, adopted, and actively maintained by feedback loops. Focus on refining coverage gaps and measuring downstream impact on win rate and ramp time. |
Reading your category breakdown
A high total score with one weak category is more useful than an even-but-mediocre score across all four — it tells you exactly where to invest next. A team that scores well on Coverage but poorly on Adoption has a distribution problem, not a content problem; don't respond to a low Adoption score by writing more content.
How to use it
Score honestly against evidence you can point to, not intention; re-run quarterly and use the weakest category, not the total score, to decide what to fix next.