B2B Sales Capability Assessment

Thank you for your interest in New Sales Expert and desire to improve your company’s sales capability. Please take this short assessment. With this assessment, we can identify if you need my help to improve your revenue generation capability.

The assessment is only 20 quick multiple-choice questions. It should take less than 5 minutes to complete.

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Sales Strategy

How well is your sales strategy aligned with your business goals?

Completely aligned and regularly reviewed.

Aligned, but not reviewed often.

Partially aligned, with some gaps.

No clear alignment or strategy.

How frequently do you update your sales strategy to adapt to market changes?

Quarterly or more frequently.

Annually

Rarely, only when a major issue arises

Never

Lead Generation

How effectively does your company generate high-quality leads?

We consistently exceed lead generation goals.

We meet lead generation goals most of the time.

Lead generation is inconsistent and needs improvement.

Lead generation is ineffective or nonexistent.

How well are your marketing and sales teams aligned in targeting prospects?

Completely aligned with shared goals and regular communication.

Aligned but with occasional disconnects.

Somewhat aligned but often work independently.

No alignment at all between teams (or we don’t have one of these teams so we cannot be aligned).

Sales Process

Does your company have a clearly defined sales process?

Yes, it’s documented, followed consistently, and highly effective.

Yes, but it’s inconsistently followed or outdated.

Somewhat defined but not well-documented.

No defined sales process.

How frequently do you review and optimize your sales process?

Regularly (e.g., quarterly)

Occasionally (e.g., annually)

Rarely (e.g., every few years)

Never

Sales Tools & Technology

How effectively does your team use your CRM system?

Fully utilized for tracking, forecasting, and relationship management

Moderately utilized but with room for improvement.

Used occasionally or inconsistently

We don’t use a CRM system.

Does your sales team leverage automation or AI tools for efficiency?

Yes, extensively and effectively.

Yes, but adoption is limited.

We use some tools but not effectively.

No, we don’t use these tools.

Sales Team Performance

How well does your team meet or exceed sales quotas?

Consistently exceeds quotas.

Regularly meets quotas

Sometimes meets quotas.

Rarely meets quotas.

Do you provide regular training or coaching to your sales team?

Yes, we have structured, ongoing training and coaching.

Yes, but only occasionally or as needed.

Rarely, and it’s ad-hoc when provided.

No, we don’t offer training or coaching.

Customer Relationships

How strong are your relationships with existing clients?

Extremely strong, with high retention and satisfaction rates.

Good, but we could improve retention efforts.

Relationships are average with occasional issues.

Poor, with frequent dissatisfaction or churn.

Do you have a structured process for gathering customer feedback?

Yes, and we act on feedback consistently.

Yes, but feedback is only occasionally used.

Feedback is collected but rarely acted upon.

No, we don’t have a structured feedback process.

Competitor Analysis

How well does your company monitor competitors’ sales strategies?

Very well, with regular analysis and actionable insights.

Moderately, with occasional reviews of competitors.

Rarely, and it’s not systematic.

We don’t monitor competitors.

How effectively do you differentiate your offering from competitors’?

Very effectively, with clear value propositions.

Somewhat effectively, but it’s not always clear.

We struggle to articulate differentiation.

We don’t differentiate effectively.

Pipeline Management

How well does your company manage its sales pipeline?

Extremely well, with clear visibility and forecasting.

Moderately well, but forecasting is sometimes off.

Poorly, with inconsistent management.

We don’t manage our pipeline systematically.

How frequently does your team update the sales pipeline?

Weekly or more frequently.

Monthly.

Occasionally, but not regularly.

Rarely or never.

Sales Culture

How motivated and engaged is your sales team?

Highly motivated and consistently engaged.

Moderately motivated, but there’s room for improvement.

Motivation is inconsistent across the team.

Motivation is low, and engagement is poor (or, we don’t currently have a sales team).

How effective is your company at celebrating sales successes?

Very effective, with regular recognition and rewards.

Moderately effective, but it could be more consistent.

Inconsistent, with occasional recognition.

Not effective; successes are rarely celebrated.

Revenue Growth

How well does your company achieve its revenue growth targets?

Consistently exceeds growth targets.

Regularly meets growth targets.

Sometimes meets growth targets.

Rarely meets growth targets.

How prepared is your company for future growth opportunities?

Fully prepared, with a scalable sales organization.

Moderately prepared, but scaling is a challenge.

Not very prepared, with significant barriers to growth.

Completely unprepared for growth.

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