Company Information
Infrastructure Assessment (12 Questions)
Strategy (35%)
1Do Marketing, SDR, and Sales operate to ONE unified pipeline generation target from leads creation to close revenue?
2Have you defined your ICP, market segmentation, and buyer personas across Marketing, SDR, and Sales, so that if you ask the team, they will provide the same answer?
3Do Marketing, SDR, and Sales jointly plan headcount, outbound and inbound campaigns, and account targeting QonQ based on the same pipeline forecast?
Operations (30%)
4Do you have unified lifecycle definitions (lead stages, opportunity stages, qualification criteria) that are documented, locked, and enforced across Marketing, SDR, and Sales?
5Are handoffs between Marketing → SDR and → Sales governed by documented SLAs with ownership, escalation, and enforcement?
6Do Marketing, SDR, and Sales meet in structured governance sessions (weekly/biweekly) to review pipeline health, diagnose conversion gaps, and adjust as one team at both rep and leadership levels?
People (25%)
7Do you have standardized hiring playbooks, interview scorecards, and onboarding frameworks for SDR/Inside Sales roles with measurable ramp milestones?
8Is coaching and performance management tied to pipeline contribution (activities → pipeline → revenue) with documented frameworks and regular cadence?
9When an SDR manager or sales leader leaves, does the system continue operating, or does performance collapse, and then you rebuild?
Systems (10%)
10Does your CRM enforce stage gates, required fields, and data validation rules, track end-to-end?
11Can you see real-time pipeline health, stage-by-stage, with all its KPIs, in dashboards accessible to all teams?
12Can you trace every closed deal back to its original source initiative so you can track what works best and calculate ROI and coverage?
Your Infrastructure Diagnostic
Monthly Leakage:
Cost Breakdown by Infrastructure Pillar
Strategy
Operations
People
Systems
Potential with Infrastructure
Current Annual Pipeline:
Recovered Leakage (80%):
Year 1 (Post-Install):
Year 2 (25% YoY Growth):
Year 3 (25% YoY Growth):
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