Free Revenue Execution Scorecard
The forecast missed again, and the pipeline looked healthy right up until it didn’t. Most revenue leaders call that a sales execution problem. Often, it’s a Salesforce problem wearing one.
It shows up in a forecast call where the numbers don’t hold, a pipeline review where three reps have three different definitions of “committed,” or a board deck where the data needs footnotes before anyone will trust it.
Answer a few questions and you’ll get a Revenue Execution Scorecard: a clear read on where your revenue process is working, where it’s costing you time and accuracy, and what that’s likely doing to your forecast.
Step 1 of 5: Salesforce Adoption
Salesforce Adoption
How accurately does Salesforce reflect what’s actually happening in your pipeline at any given moment?
How much selling time does your team lose to working around Salesforce instead of through it?
When a new rep joins, how quickly are they contributing pipeline data leadership can actually rely on?
Forecast Confidence
How often does poor or inconsistent data affect a forecast, a report, or a customer-facing conversation?
When you present pipeline or forecast numbers to your board or leadership team, how confident are you they hold up under questioning?
How often do deals sit in the same stage for far longer than they should, without anyone questioning whether they’re still live?
Pipeline Visibility
Can you get the executive reporting you need for a board or leadership meeting without a special request or a manual build?
Do sales, marketing and finance ever walk into the same meeting with different numbers for the same pipeline or revenue figure?
How current is the data behind the dashboards leadership actually looks at?
Automation Maturity
How much of your team’s week goes into manual admin instead of selling, work that should be automatic?
When a deal or lead needs to move between teams, marketing to sales, sales to customer success, does that handoff follow a consistent process every time?
How often does your team re-enter the same information across Salesforce and other tools, instead of it flowing automatically?
Executive Confidence
Is there clear ownership of Salesforce, someone accountable for whether it’s actually supporting revenue execution, or does it fall to whoever has time?
How confident are you that the right people, and only the right people, can see and act on sensitive pipeline and account data?
When a process needs to change to keep up with how the business is actually selling, how long does that typically take to implement?
Almost there
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Revenue Health
Strengths
Areas requiring attention
Your revenue execution metrics
Highest-impact issues
Talk it through with us
If you’d like to discuss these findings and explore practical improvements, we’d be happy to walk through the report with you.
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