Selling System Diagnostic

This diagnostic is designed to help business owners and sales leaders identify whether their company has a measurable selling system or whether revenue growth depends too heavily on memory, personality, and luck.

The questions are simple, direct, and easy to answer with Yes or No.

The goal is not to shame what you’re already doing. The goal is to create awareness of possible gaps in your sales machine.

If you cannot answer these basic questions without having to call your IT department to prepare a report for you, or if the answer is mostly “No,” your company may not have a selling system that can scale.

This should take you less than 10 minutes and you’ll get a detailed report when complete you can use to take action on building your selling system

Let’s get started!

Answer each question honestly with Yes or No. If you are not sure, choose No — the goal is to identify where your selling system is not yet visible or measurable.

Section 1: Targeting

Do you know exactly who your sales team should be pursuing?

Q1(Required)

Do you have a clearly defined ideal customer profile? For example: We sell ____________ to ____________. The person’s title is typically ____________. Can you fill in the blanks cleanly?

Yes

Q2(Required)

Do your salespeople know which types of companies they should be targeting, including industry, size, and geographic location?

Yes

Q3(Required)

Do you have a defined and predictable process for finding new target accounts? For example, do you purchase lists, use a lead magnet, work referrals, research accounts, or run outbound campaigns?

Yes

Q4(Required)

Do you know how many new target accounts were added to your sales pipeline or CRM last week?

Yes

Q5(Required)

Do you know why each target account is considered a good fit?

Yes

Q6(Required)

Do you have a clear list of industries, company types, or buyer roles your team should prioritize?

Yes

Q7(Required)

Do you regularly review whether your team is pursuing the right kinds of prospects?

Yes

Section 2: Outreach Activity

Can you see whether your team is creating future revenue opportunities?

Q2-1(Required)

Do you know how many cold calls your team made last week?

Yes

Q2-2(Required)

Do you know how many cold emails or direct messages your team sent last week?

Yes

Q2-3(Required)

Do you know how many meaningful sales touches happened yesterday?

Yes

Q2-4(Required)

Can you see last week’s outreach activity without asking each salesperson for an update?

Yes

Q2-5(Required)

Do your salespeople have a defined weekly outreach target?

Yes

Q2-6(Required)

Do you know which outreach activities created conversations last week?

Yes

Q2-7(Required)

Do you know which outreach activities created qualified opportunities last week?

Yes

Q2-8(Required)

Do you know how many outreaches last week resulted in a meeting, demo, or presentation?

Yes

Section 3: Lead Capture and Handoff

Do website leads and other inbound inquiries enter a managed sales process?

Q3-1(Required)

Do you know exactly how many new leads came in last week?

Yes

Q3-2(Required)

Do all website inquiries get entered into your CRM or sales tracking system?

Yes

Q3-3(Required)

Do all website leads have a clearly assigned owner?

Yes

Q3-4(Required)

Do you know how quickly new leads are followed up?

Yes

Q3-5(Required)

Do you have a defined standard for how fast new leads should receive a response?

Yes

Q3-6(Required)

Do you know what happened to every website lead that came in last month?

Yes

Q3-7(Required)

Do you track which lead source each inquiry came from?

Yes

Q3-8(Required)

Do you know which lead sources create the best sales opportunities?

Yes

Q3-9(Required)

Do you know exactly how many open leads are in your system right now?

Yes

Q3-10(Required)

Do you know how many days old your oldest unresolved lead is?

Yes

Q3-11(Required)

Do you know who the top 10 best leads that came into your company last month are?

Yes

Section 4: Discovery and Qualification

Do you know whether an opportunity is truly qualified before your team spends time quoting it?

Q4-1(Required)

Do you have a documented discovery process for new opportunities?

Yes

Q4-2(Required)

Do your salespeople ask consistent qualification questions before quoting?

Yes

Q4-3(Required)

Do you have clear criteria for what makes an opportunity qualified?

Yes

Q4-4(Required)

Do you know how many qualified opportunities were created last week?

Yes

Q4-5(Required)

Do you know how many leads were disqualified last week?

Yes

Q4-6(Required)

Do you track why opportunities are disqualified?

Yes

Q4-7(Required)

Do your salespeople understand when they should not quote an opportunity?

Yes

Q4-8(Required)

Do you require a discovery conversation before complex quotes or proposals are prepared?

Yes

Q4-9(Required)

Do you have clearly defined sales stages that take a prospect from qualified through to close?

Yes

Section 5: Quotes and Proposals

Are quotes and proposals actively managed after they are sent?

Q5-1(Required)

Do you know how many open quotes are currently outstanding?

Yes

Q5-2(Required)

Do you know how many open quotes are currently outstanding?

Yes

Q5-3(Required)

Do all open quotes have a scheduled follow-up task?

Yes

Q5-4(Required)

Do you know which quotes have not been followed up?

Yes

Q5-5(Required)

Do you know your quote close rate?

Yes

Q5-6(Required)

Do you know your quote close rate by service type or product category?

Yes

Q5-7(Required)

Do you know the average number of days from quote sent to closed won or closed lost?

Yes

Q5-8(Required)

Do you know which sales reps have the most open quotes?

Yes

Q5-9(Required)

Do you know which sales reps have the highest close ratio?

Yes

Section 6: Pipeline Visibility

Can management see what is really happening in the sales pipeline?

Q6-1(Required)

Do you know how many open opportunities are currently in your pipeline?

Yes

Q6-2(Required)

Do you know the value of your current pipeline?

Yes

Q6-3(Required)

Do you know the value of open opportunities by sales stage?

Yes

Q6-4(Required)

Do all open opportunities have a defined next step?

Yes

Q6-5(Required)

Do all open opportunities have a next-step date?

Yes

Q6-6(Required)

Do you know how old the oldest opportunity in your pipeline is?

Yes

Q6-7(Required)

Do you know your average number of days from first contact to close?

Yes

Q6-8(Required)

Can you forecast the next 30, 60, or 90 days of expected revenue from your CRM or sales system?

Yes

Q6-9(Required)

Do you know if a particular opportunity needs management attention without the sales rep telling you?

Yes

Section 7: Follow-Up System

Is follow-up controlled by the system or left to memory?

Q7-1(Required)

Do you have a defined follow-up process for new leads?

Yes

Q7-2(Required)

Do you have a defined follow-up process for sent quotes?

Yes

Q7-3(Required)

Do you have a defined follow-up process for opportunities that are not ready to buy yet?

Yes

Q7-4(Required)

Do follow-up tasks get created automatically or consistently in your CRM?

Yes

Q7-5(Required)

Do you know how many follow-up tasks are overdue right now?

Yes

Q7-6(Required)

Do managers review overdue follow-ups?

Yes

Q7-7(Required)

Do you have a nurture process for leads that are not ready to buy today?

Yes

Q7-8(Required)

Do you track whether follow-up activity leads to closed business?

Yes

Q7-9(Required)

Do you have an alert when a new lead has not been followed up within your required response time?

Yes

Q7-10(Required)

Do you have an alert when an opportunity becomes stale or overdue?

Yes

Section 8: CRM and Data Discipline

Does your CRM support the selling system, or is it just a contact database?

Q8-1(Required)

Do your salespeople consistently log sales activity in the CRM?

Yes

Q8-2(Required)

Do your salespeople consistently update opportunity stages?

Yes

Q8-3(Required)

Do your salespeople consistently enter next steps?

Yes

Q8-4(Required)

Do your salespeople consistently enter expected close dates?

Yes

Q8-5(Required)

Do your salespeople consistently close lost opportunities with a reason?

Yes

Q8-6(Required)

Do managers trust the information in the CRM?

Yes

Q8-7(Required)

Do your CRM dashboards show information that helps manage the sales process, like easily answering the questions in this diagnostic?

Yes

Q8-8(Required)

Does your CRM contain enough complete and current information to support sales management decisions?

Yes

Section 9: Sales-to-Operations Handoff

Does the selling system continue after the deal is won?

Q9-1(Required)

Do you have a documented handoff process from sales to operations or service delivery?

Yes

Q9-2(Required)

Does every closed deal trigger a defined onboarding process?

Yes

Q9-3(Required)

Does the operations or delivery team receive all information needed to fulfill the sale?

Yes

Q9-4(Required)

Do you track whether handoff problems happen after a sale is closed?

Yes

Q9-5(Required)

Do salespeople know what information must be collected before a deal is handed off? For example, are there required fields in the CRM to pass along information to operations?

Yes

Q9-6(Required)

Do customers receive a clear next step after they become a customer?

Yes

Q9-7(Required)

Do you review whether closed deals were properly handed off?

Yes

Q9-8(Required)

Do you have a way to identify sales promises that create delivery problems?

Yes

Section 10: Management Review and Accountability

Is the selling system actively managed?

Q10-1(Required)

Do you review sales activity every week?

Yes

Q10-2(Required)

Do you review new leads every week?

Yes

Q10-3(Required)

Do you review qualified opportunities every week?

Yes

Q10-4(Required)

Do you review open quotes every week?

Yes

Q10-5(Required)

Do you review stale pipeline opportunities every week?

Yes

Q10-6(Required)

Do you know which sales activities are most likely to create future revenue?

Yes

Q10-7(Required)

Do your sales meetings focus on measurable sales process data?

Yes

Q10-8(Required)

Can your company identify sales problems before they show up as missed revenue?

Yes

Q10-9(Required)

Do you use the CRM directly in your sales conversations with your reps, or do they come with their own spreadsheets?

Yes

Optional Final Reflection Questions

What part of your current sales process feels the least visible?

Where do you think the most revenue is being lost today?

What sales activity do you wish you had better reporting on?

If you could fix one part of your selling system first, what would it be?

What part of your sales process depends too much on individual memory or personality?

total percent

Where Should We Send Your Selling System Report?

Enter your details below and we’ll send you a copy of your Selling System Diagnostic results, including your category scores and overall result. If your answers show major gaps, we may also include a few practical next-step recommendations.

First Name(Required)

Last Name(Required)

Businiess Email(Required)

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Company Name

Phone

Role at Your Company

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Yes, send me my Selling System Diagnostic results by email. I understand iGo Sales and Marketing may follow up about my results.

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