Sales Capacity Diagnostic: 10 Questions
A one-minute checklist that shows whether the blockers are personal or structural.
Tick each item Yes, Partly or No. For every Partly or No, note one concrete fix.
The questions cover ten areas, from KPI architecture and stage definitions to incentives and coding win/loss reasons back into the playbook.
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Sales Capacity Diagnostic — 10 Questions Architect of Sustainable Sales Culture
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Tick each item Yes/Partly/No. If you mark Partly/No, note one concrete fix. This diagnostic reveals structural (not personal) blockers. How to Use (1 Minute)
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1- KPI Architecture: Do we have a 3-tier KPI set (strategy → behavior → activity) that connects to revenue? (Yes / Partly / No) The 10 Questions (Checklist)
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2- Persona Fit: Are buyer personas (DM, user, technical veto, finance) defined with the decision journey and objections? (Y/P/N) 3- Pipeline Coverage: Do we maintain 3–4× coverage of weighted pipeline to target, by segment? (Y/P/N) 4- Stage Definitions: Are stage exit criteria objective and audited weekly? (Y/P/N)
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5- Conversion Benchmarks: Do we track stage-to-stage conversion, absolute variance ≥ 20% vs baseline? (Y/P/N) 6- Incentive Alignment: Do incentives reward capacity behaviors (e.g., persona meetings, multi-threading), not only won revenue? (Y/P/N) 7-CRM Discipline: Are activity hygiene rules (notes, next step, close date, stakeholder map) enforced? (Y/P/N)
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8- Deal Review Rhythm: Do managers run weekly structured reviews (risk flags, next best action, mutual close plan)? (Y/P/N) 9- Learning Loop: Are win/loss reasons coded and fed back into playbooks/KPI updates quarterly? (Y/P/N) 10- Role & Territory Clarity: Are territories, ICP and handoffs (SDR–AE–CS) crystal clear and documented? (Y/P/N)
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8–10 × Yes: You likely have capacity; focus on scale levers. 5–7 × Yes: Mixed—fix the No/Partly cluster (often KPI + incentives + CRM). 0–4 × Yes: Structural gaps dominate—start with KPI architecture & stage definitions. Reading Your Results
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Strategy KPIs (lag/lead): Revenue, Gross Margin, New-Logo, Expansion, Sales Cycle, Win Rate. Behavioral KPIs: #Persona meetings (DM/Finance/Tech), #New stakeholders per deal, #Mutual plans created. Activity KPIs: #Qualified discovery calls, #Opportunity notes with next step, #Weekly deal reviews completed. KPI Architecture Examples (mini)
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"Today, the real issue isn't whether we're making sales, but whether we're maintaining our capacity to make sales." ascendia.com.tr. |
8 to 10 Yes: you likely have capacity, focus on scale levers. 5 to 7: fix the cluster of Partly and No answers. 0 to 4: structural gaps dominate, start with KPI architecture and stage definitions.
