SalesOps Readiness Scorecard

Assess your sales operations maturity in under 5 minutes. Get a personalized score and actionable recommendations.

How it works

Answer 15 questions across 5 core SalesOps dimensions. For each question, select the option that best describes your current state. Your total score (out of 60) will reveal your SalesOps maturity level and highlight the areas where investment will have the biggest impact.

0 of 15 answered
1

CRM Health & Data Quality

0 / 12
How well does your team adopt and use the CRM?
No CRM or rarely used0 pts
CRM exists but adoption is inconsistent1 pt
Most reps use it, but data quality varies2 pts
High adoption with clean, reliable data4 pts
How complete and accurate is your pipeline data?
No pipeline tracking0 pts
Some deals tracked, many missing1 pt
Most deals tracked, stages loosely defined2 pts
All deals tracked with clear stage criteria4 pts
Do you have a defined process for CRM data hygiene (deduplication, field validation, regular cleanup)?
No process at all0 pts
Ad-hoc cleanup when problems arise1 pt
Occasional scheduled cleanup2 pts
Automated rules plus regular audits4 pts
2

Sales Process Documentation

0 / 12
Is your sales process (from lead to close) formally documented?
Not documented, everyone does it differently0 pts
Partially written down, not enforced1 pt
Documented but not consistently followed2 pts
Fully documented, trained on, and enforced4 pts
Do you have standard playbooks for key selling scenarios (discovery, demo, objection handling, closing)?
No playbooks exist0 pts
A few informal guides, mostly tribal knowledge1 pt
Playbooks exist for some scenarios2 pts
Comprehensive playbooks, regularly updated4 pts
How structured is your handoff process between marketing, SDR/BDR, and AE teams?
No defined handoff; leads fall through cracks0 pts
Informal handoffs, depends on individual effort1 pt
Basic rules exist but not always followed2 pts
Automated handoffs with SLAs and tracking4 pts
3

Quota & Performance Tracking

0 / 12
How is quota attainment tracked for individual reps?
Quotas are not clearly defined or tracked0 pts
Tracked in spreadsheets, updated manually1 pt
Tracked in CRM but reviewed infrequently2 pts
Real-time dashboards with weekly reviews4 pts
Do you track leading indicators (activities, meetings booked, proposals sent) or only lagging indicators (revenue)?
Only revenue / closed-won numbers0 pts
Some activity metrics, not tied to outcomes1 pt
Leading indicators tracked, loosely correlated2 pts
Full activity-to-outcome funnel with benchmarks4 pts
How do you handle underperforming reps?
No formal process; issues addressed reactively0 pts
Manager discretion, inconsistent follow-through1 pt
Coaching plans exist but applied unevenly2 pts
Data-driven PIPs with coaching cadence and escalation paths4 pts
4

Reporting & Analytics

0 / 12
How are sales reports created and distributed?
No regular reporting0 pts
Manual spreadsheets, created on request1 pt
CRM reports, but not standardized2 pts
Automated dashboards with scheduled distribution4 pts
Can your leadership team answer "What is the current state of the pipeline?" in under 2 minutes?
No, requires digging through data0 pts
Roughly, but numbers are not always accurate1 pt
Yes, with some manual lookups2 pts
Yes, via a live dashboard accessible to all4 pts
Do you use data to forecast revenue accurately?
No forecasting process0 pts
Gut-feel forecasts from managers1 pt
Weighted pipeline, sometimes accurate2 pts
Multi-method forecast (weighted + historical + rep commit)4 pts
5

Tools & Sales Enablement

0 / 12
How integrated is your sales tech stack (CRM, email, dialer, proposal tools)?
Tools are disconnected, lots of manual work0 pts
Some integrations, but data flows are fragile1 pt
Most tools connected, minor gaps remain2 pts
Fully integrated stack with automated workflows4 pts
How do new sales hires get ramped up?
Sink or swim; no onboarding program0 pts
Shadow a senior rep for a week, then go1 pt
Structured onboarding, but no ramp benchmarks2 pts
30-60-90 day plan with milestones and coaching4 pts
Does someone own sales operations as a dedicated function (not a side job for a manager or admin)?
No one owns it; ops tasks fall to whoever is available0 pts
A sales manager handles it part-time1 pt
One person dedicated, but stretched thin2 pts
Dedicated SalesOps team or embedded operators4 pts
0
out of 60

Score Breakdown by Category

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