Sales Effectiveness Survey

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

It is intentionally concise—15 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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People – Leadership & Talent

1. We have the right sales leadership in place to consistently achieve our revenue goals.
2. Our sales reps are consistently executing the behaviors required to move deals forward.
3. We have clear accountability for individual performance across the entire sales team.

Process – Opportunity, Pipeline, & Forecasting

4. Our sales process clearly defined and is consistently followed across all opportunities.
5. We have full visibility into pipeline health, stage movement, and deal progression.
6. We are confident in the accuracy and predictability of our sales forecast.

Sales Coaching Effectiveness – Opportunity to Improve

7. Our managers consistently deliver coaching aligned to each rep’s strengths, development areas, current opportunities, and sales goals.
8. Our managers focus their coaching on improving win rates, deal progress, sales execution and skills advancement.
9. Our managers are able to scale across all of their direct reports and focus on spending equal time with every rep on their team.

Tools – Technology & CRM Hygiene

10. Our CRM and sales tools are consistently updated with accurate, timely, and actionable data.
11. Our sales tools deliver clear visibility into pipeline health, performance, forecast accuracy, quota attainment, and trends over time.
12. Our sales tools increase rep productivity and enable management to scale performance and decision-making efficiently.

Sales Plan & Budget

13. We have a defined sales plan aligned to our revenue and growth targets, informed by historical sales investment and prior performance.
14. Our budgets and resources are aligned with the activities required to hit our sales goals.
15. We have clear KPIs and metrics that allow us to proactively manage sales performance and results.

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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