Sales Process Maturity Self-Assessment

20 questions, 4 categories, 0–3 scored. Answer honestly based on what actually happens across the team, not what your best rep does.

Scoring key (use for every question)

• 0: Not done / ad hoc, no one does this reliably
• 1: Done inconsistently, entirely rep- or manager-dependent
• 2: Done consistently by most of the team, some structure exists
• 3: Done consistently, systematized, audited, and tied to real consequences (CRM enforcement, comp, or coaching action)

Category A, Qualification Discipline

1. Reps can name the economic buyer (name and title) on stage-2+ deals without checking notes. ___
2. Every open deal carries a quantified business case (a number, not "will help efficiency"). ___
3. Decision criteria are documented and ranked, not assumed. ___
4. Reps identify and validate at least one internal champion per deal, with evidence of independent action, not just stated enthusiasm. ___
5. Competitive positioning is logged on every deal past stage 2: a named competitor, or explicit validated "no competition." ___

Category A subtotal (/15): ___

Category B, Forecasting Accuracy

1. Committed/Best Case forecast accuracy over the last 2 quarters is within ±10% of actual closed revenue. ___
2. Deals slip (close date pushed) less than 20% of the time on average. ___
3. Sandbagging, deals closing that weren't forecasted as committed, happens on fewer than 10% of closed-won deals. ___
4. Forecast calls are based on documented qualification evidence, not rep confidence or gut feel. ___
5. Late-stage deal mortality (deals in Commit/Best Case that ultimately die) is tracked and stays under 15%. ___

Category B subtotal (/15): ___

Category C, Deal Review Rigor

1. Deal reviews follow a consistent structured agenda across all managers, not "walk me through what's happening." ___
2. Deal reviews interrogate qualification gaps (Metrics, EB, Champion, etc.), not just activity counts and next steps. ___
3. Every deal review produces a documented action, owner, and date, tracked to completion. ___
4. Managers running deal reviews have themselves been certified on the methodology, not just the reps. ___
5. Stalled deals (no material movement in 30+ days) are systematically flagged and either re-engaged or purged from forecast within a defined SLA. ___

Category C subtotal (/15): ___

Category D, Methodology & Enablement Infrastructure

1. New reps are certified on the sales methodology before running a live, unsupervised discovery call. ___
2. CRM fields structurally enforce methodology capture, not free-text notes nobody reads. ___
3. Methodology adoption is measured by CRM field compliance, not self-reported survey or confidence. ___
4. A defined, current role-play/certification scenario bank exists and is used for onboarding and periodic re-certification. ___
5. Sales leadership can produce, on demand, a report showing methodology adoption % by rep and by team. ___

Category D subtotal (/15): ___

Total score (/60): ___

Maturity bands

Reading your category subtotals

Compare Categories A–D against each other, not just the total: the lowest subtotal is where to start:

• A is lowest → start with the Methodology Certification Role-Play Scenario Bank and the Ramp Checklist; your team's qualification isn't just soft, it's untrained.
• B is lowest → your qualification may be fine but isn't feeding a disciplined forecast process; look at how forecast calls are actually run, not just at qualification data capture.
• C is lowest → you likely have the right data trapped in deals that nobody interrogates; start with the Manager's Guide to Running MEDDIC Deal Reviews.
• D is lowest → the org has no enforcement infrastructure; start with the CRM Compliance Scorecard and the 90-Day Rollout Playbook.