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.