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bizgrowth toolkit
S-01 · SAvailable now

Sales Self-Audit

Reviews whether your sales effort produces predictable revenue, or depends on the owner being involved in every deal.

Working assessment · S-01

Sales Self-Audit

Review the visibility, ownership and consistency of the process that turns enquiries into profitable orders.

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Assessment progress0 of 10

Rate what your business actually does. If unknown, select 1. Each practice uses a five-point scale.

1Not in place / not known

2Informal or rarely done

3Partly established

4Regularly done and reliable

5Documented, reviewed and tested

Area 1 of 5

Pipeline visibility

We define clear stages from first enquiry to order and know which opportunities are in each stage.

01.We define clear stages from first enquiry to order and know which opportunities are in each stage.

Not establishedDocumented and tested
Every significant open opportunity has an owner, next action and follow-up date.

02.Every significant open opportunity has an owner, next action and follow-up date.

Not establishedDocumented and tested

Area 2 of 5

Qualification & pricing

We qualify buyer fit, need, timing and ability to purchase before preparing substantial proposals.

03.We qualify buyer fit, need, timing and ability to purchase before preparing substantial proposals.

Not establishedDocumented and tested
Proposals are reviewed against margin, capacity and agreed commercial terms.

04.Proposals are reviewed against margin, capacity and agreed commercial terms.

Not establishedDocumented and tested

Area 3 of 5

Conversion discipline

We measure conversion from qualified enquiry to proposal and from proposal to sale.

05.We measure conversion from qualified enquiry to proposal and from proposal to sale.

Not establishedDocumented and tested
We record and review why meaningful opportunities are lost.

06.We record and review why meaningful opportunities are lost.

Not establishedDocumented and tested

Area 4 of 5

Customer growth

Important existing customers have scheduled retention and development reviews.

07.Important existing customers have scheduled retention and development reviews.

Not establishedDocumented and tested
We know when major recurring contracts or customer commitments require renewal.

08.We know when major recurring contracts or customer commitments require renewal.

Not establishedDocumented and tested

Area 5 of 5

Forecast reliability

Our sales forecast distinguishes signed work from uncommitted opportunities.

09.Our sales forecast distinguishes signed work from uncommitted opportunities.

Not establishedDocumented and tested
Sales and delivery agree scope, specifications and capacity before customer commitments are made.

10.Sales and delivery agree scope, specifications and capacity before customer commitments are made.

Not establishedDocumented and tested