Interactive Tool
A comprehensive diagnostic across 6 critical go-to-market areas. Rate each item from 0 (not started) to 3 (fully in place). Get your readiness score, identify gaps, and see recommended actions.
0/15 points
ICP is clearly defined with firmographic and behavioural criteria
Messaging resonates with the target buyer (validated, not assumed)
Competitive positioning is clear and differentiated
Value proposition is documented and consistent across the team
Pricing model is validated and aligned to buyer value
0/15 points
Sales stages are defined with clear entry and exit criteria
Discovery process is structured and consistent
Proposal and close framework exists
Objection handling and competitive responses are documented
Sales methodology is adopted and coached to
0/15 points
Inbound channels are active and generating qualified leads
Outbound strategy is structured (not ad hoc)
Marketing and sales are aligned on lead definitions (MQL/SQL)
Content strategy supports the full buyer journey
Attribution and ROI tracking is in place for channels
0/15 points
Revenue roles are clearly defined with measurable outcomes
Compensation plans incentivise the right behaviours
Hiring pipeline exists for upcoming capacity needs
Onboarding and ramp plan is structured with milestones
Performance management cadence is consistent
0/15 points
CRM is in place, clean, and being used consistently
Pipeline reporting is accurate and available in real-time
Key metrics are tracked (CAC, LCV, conversion rates, velocity)
Automation is supporting (not replacing) key processes
Tech stack is integrated and data flows between systems
0/15 points
Revenue leader is in place (or fractional coverage)
Regular cadence of pipeline and performance reviews
Board/leadership reporting on revenue metrics exists
Accountability structures are clear across the function
Strategic planning process connects revenue to business goals