Sales Effectiveness 19-Survey

The following diagnostic questionnaire is designed for CEOs, Owners, Executives, and Sales Leaders

It is intentionally concise—19 questions—focused on the key factors that determine whether a sales organization can generate predictable, scalable revenue through strong Overall Sales Effectiveness.

Assess your company’s Overall Sales Effectiveness with this brief questionnaire.Once you’ve reviewed your results, we’d love to help you bridge the gaps—connect with our team here.

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Coaching & Sales Management

1. Sales management consistently focuses coaching on improving win rates, deal progression, execution quality, and seller capability.
2. Coaching is proactive, data-driven, and balanced across the entire sales organization.
3. Sales leaders enforce structured deal inspection, pipeline reviews, and forecast accountability using defined KPIs.

People

4. Sales talent is hired and developed based on mindset, skills, domain knowledge, and coachability.
5. The sales team consistently communicates a clear, differentiated value proposition across all levels of the customer organization.
6. Salespeople consistently execute against a defined sales process rather than reacting to buyer-driven randomness.
7. There is clear accountability and performance management across the sales organization.

Process

8. The sales process is fully aligned to the customer buying journey, including stakeholders, decision dynamics, and approval stages.
9. Leadership has clear visibility into pipeline health, stage progression, and sales activities by stage.
10. Sales forecasts are accurate, reliable, and trusted by leadership.
11. The sales process is continuously refined using win/loss analysis and buyer behavior insights.
12. Sales stages, exit criteria, and pipeline reviews are clearly defined and consistently executed.

Sales Plan & Budget

13. The sales plan is clearly defined and aligned to revenue targets, growth objectives, and historical performance.
14. Sales investment levels (headcount, spend) are benchmarked against comparable companies and market realities.
15. Clear KPIs exist to measure individual and team performance against plan.
16. The sales plan dynamically adjusts based on market conditions and performance trends.

Sales Tools

17. CRM and sales systems contain accurate, timely, and reliable data that supports decision-making.
18. Sales tools provide clear visibility into pipeline health, forecast accuracy, performance, and trends.
19. Sales technology is fully leveraged to generate insights and improve decisions—not just for activity tracking.

Enabling Sales helps B2B CEOs and sales leaders achieve Overall Sales Effectiveness through aligned execution, top-down KPIs, coaching, and sales leadership tools.

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