Do you know where your organisation is losing revenue in the sales funnel?

No, we have no funnel visibility · We suspect where it's going wrong but don't measure structurally · We have a rough picture but no figures per stage · Yes, we measure every stage and actively steer based on data

Does your sales team have a shared, clear picture of your ideal client and go-to-market approach?

No, everyone has their own idea of the ideal client · There's a general direction but no shared definition · We have an ICP but don't apply it consistently · Clear ICP and GTM strategy, embraced by the whole team

How actively do you manage your client portfolio for growth potential and risk?

Reactively — only when something comes up · We review periodically but without structure · We do segment but don't actively steer on it · Active portfolio management with segmentation and growth focus

Do you have a clear picture of the individual effectiveness of each salesperson?

No, we only measure on final results · We have a picture but no systematic baseline assessment · We monitor performance but don't coach per individual · Baseline per team member and targeted coaching per person

Does each member of your sales team have a personalised coaching plan?

No, coaching happens ad hoc or not at all · We coach but without structure per individual · There are development conversations but no concrete plans · Every team member has a coaching plan with 30/60/90-day measurement

How reliable and high-quality is your sales pipeline?

Filled but barely quality-filtered · Quality varies strongly per salesperson · Reasonably reliable but with regular surprises · High pipeline quality — we win what we forecast

Does your sales team have a clear playbook covering pitch, proposition and objection handling?

No, everyone pitches in their own way · There are loose documents but no coherent playbook · We have a playbook but it's not consistently used · A tight playbook the team applies consistently

How consistently does your sales team use the CRM as a management tool?

CRM is barely maintained · Basic data is entered but not used as a steering tool · Usage is reasonable but not uniform across the team · CRM is the core of our sales process — complete and up to date

Do you steer your sales organisation on clear, shared KPIs?

No, we measure mainly on revenue after the fact · We have KPIs but they're not actively used · KPIs exist but aren't applied consistently across the team · Shared KPI framework with active weekly steering

Is there sufficient commercial leadership to take the organisation to the next level?

Leadership is reactive and operationally oriented · There's leadership but it lacks commercial sharpness · Good leadership but insufficient strategic board-level presence · Strong commercial leadership with both strategic and operational mandate