Sales Team Health Check

Twenty questions for sales leaders. See your team's maturity level, the breakdown by area, and whether the issue looks like a people, process or pipeline problem.

Self-diagnostic20 questions8 minutesAnswers stay in your browser

For each statement, choose the answer that is honestly true today, not the one you would like to be true. There are no right answers, only useful ones.

0 of 20 answered
Market and prospecting

Everyone on the team uses the same written ICP when choosing who to approach.

Target accounts are tiered and reviewed on a regular schedule.

Reps can explain the trigger or reason why-now behind the accounts they pick.

Sales and whoever sources leads share feedback on lead quality every month.

Outbound performance

Each channel is judged on meetings and opportunities created, not on activity volume.

We know where conversion drops, by rep, channel and stage.

Reps can say what changed in the last campaign and what the result was.

AEs can explain why each accepted meeting was worth their time, and SDRs and AEs agree in advance what a good meeting is.

Process and conversion

Each stage has clear exit criteria based on what the buyer has done, not what the rep feels.

One qualification framework is used consistently across the team.

We know where deals stall most often and why.

Lost and stalled deals are reviewed for patterns, not just forgotten.

People, coaching and management

Every rep has a current, specific development focus.

Managers coach on calls regularly, separately from deal inspection, and can name what separates top performers from the rest.

New starters follow a defined path to full productivity, and ramp time is tracked.

Actions from reviews and 1-on-1s are written down and followed up.

Operations and technology

Leadership trusts the CRM data enough to make decisions from it.

The team shares one definition of a meeting, an opportunity and pipeline.

Pipeline coverage against target and forecast accuracy are reviewed, and misses are discussed honestly.

Automation and AI are used to remove admin, not to replace real conversations.

Answer all 20 questions to continue.

What is inside

  • Twenty questions across five areas: market and prospecting, outbound performance, process and conversion, people, coaching and management, and operations and technology.
  • Your team's maturity level (reactive, developing, structured or disciplined).
  • The area-by-area breakdown, and whether your biggest gap looks like a people, process or pipeline problem.
  • What a Sales Team Scan would examine for the weakest area.
  • Privacy by design: your answers stay in your browser.

Who it is for

Sales leaders and managers who want to know whether a busy team is actually performing, and where to look first.

Why we made it

Because a busy team and a performing team are not the same thing.

What it will not do

It will show you where the team is weakest. It will not tell you why, or what to change. That is the job of a Sales Team Scan.
Next step

Use it with.

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    Sales teams · Over 90 daysSee what is inside →
  • PDF handbookFree

    The Sales Manager's Coaching Handbook

    How to coach rather than inspect: diagnosing skill, will and process, running call reviews that help, coaching experienced reps, and measuring whether it worked.

    Sales teams · 30 minute readSee what is inside →
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