Score your current capability across the six links of your sale, so you can see exactly where your conversion is strong and where it breaks.
Score each link 1 to 5 using the anchors. Use 1, 3, and 5 as guides; 2 and 4 sit between them. Scale: 1 = Unfocused, 2 = Aware, 3 = Capable, 4 = Mature, 5 = World-Class.
1: No defined stages; every deal is improvised; sales lives in one head. 3: Defined stages most deals follow, with criteria, but not yet optimized. 5: A documented, refined process everyone follows.
1: No pipeline visibility; deals stall unseen. 3: You can see and manage your pipeline; most deals have a next step. 5: Every deal is tracked and advancing; stalls are caught early.
1: You pitch before understanding; deals built on guesses. 3: You uncover the real need on most deals and qualify reasonably. 5: A repeatable process uncovers need, decision process, and winnability every time.
1: Proposals improvised; you present features; you lose on price. 3: Proposals follow a structure and present value, but inconsistently. 5: Every proposal presents quantified value from a reusable structure and wins on value.
1: Deals die at the decision; objections stump you; you rarely ask. 3: You handle common objections and ask for the business, with mixed consistency. 5: Objections and closing run on prepared playbooks; deals reach clear decisions.
1: You cannot state your win rate or forecast. 3: You track some metrics but do not review on a cadence or forecast reliably. 5: You measure on a scoreboard, forecast confidently, and improve through experiments.
| Link | Score (1 to 5) | One line note on why |
|---|---|---|
| 1 Sales Process | ||
| 2 Pipeline Management | ||
| 3 Discovery and Qualification | ||
| 4 Value and Proposals | ||
| 5 Objections and Close | ||
| 6 Tracking and Forecasting |
Your lowest scores are not automatically your starting point. Carry these scores into the Sales Conversion Chain Map, which turns them into a single binding constraint.
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