Revenue Readiness Quick Check
Is your revenue engine running on heroics?Find out in two minutes.
Nine statements, one for each discipline of the Revenue Operating System. About two minutes. You get a score out of 100, your engine mapped across all nine disciplines, and the first three things to fix.
Keep scrolling to leave the quick check. Your answers stay put.
Nine disciplines. Nine statements.
Score the business, not the team.
One statement per discipline. Score it and the next one appears.
Score what is true of the business today, not what is planned, and not what one good person does.
Your Revenue Readiness
Here is your revenue engine at a glance.
– /100
Absent
Not in place yet. This is where the engine is cold.
Ad hoc
It happens, but it depends on who is doing it and when.
Emerging
The basics exist and are starting to stick.
Established
Documented, followed and measured most of the time.
Optimised
Running as a system, and getting better every quarter.
- Absent
- Ad hoc
- Emerging
- Established
- Optimised
- 01 Revenue Planning –/5 · AbsentAd hocEmergingEstablishedOptimised
- 02 Revenue Process –/5 · AbsentAd hocEmergingEstablishedOptimised
- 03 People & Roles –/5 · AbsentAd hocEmergingEstablishedOptimised
- 04 Demand Generation –/5 · AbsentAd hocEmergingEstablishedOptimised
- 05 Leadership Cadence –/5 · AbsentAd hocEmergingEstablishedOptimised
- 06 Technology –/5 · AbsentAd hocEmergingEstablishedOptimised
- 07 Performance Measures –/5 · AbsentAd hocEmergingEstablishedOptimised
- 08 Capability Development –/5 · AbsentAd hocEmergingEstablishedOptimised
- 09 Continuous Improvement –/5 · AbsentAd hocEmergingEstablishedOptimised
The first three things to fix
Your three lowest-scoring disciplines, the first move on each, and where to start.
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· Clarity
Revenue Planning –/5
Break this year's number down by month, by product and by person, and make sure every seller can say what they own.
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· Clarity
Revenue Process –/5
Write down one sales process with milestones defined by what the buyer has done, and inspect every live deal against it.
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· Clarity
People & Roles –/5
Write a scorecard for every revenue role: what it owns, what good looks like, and how it is measured.
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· Activity
Demand Generation –/5
Name your pipeline sources, give each one an owner and a monthly target, and put prospecting on a fixed weekly rhythm.
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· Activity
Leadership Cadence –/5
Install a weekly revenue meeting with a fixed agenda, and weekly one-to-ones that coach rather than interrogate the pipeline.
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· Activity
Technology –/5
Name the one system of record, get pipeline discipline into it, and retire whatever duplicates it.
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· Effectiveness
Performance Measures –/5
Pick the three leading measures that predict your revenue, and show every seller their own numbers every week.
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· Effectiveness
Capability Development –/5
Start recording and scoring real calls against one agreed standard of good, and coach from the recording.
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· Effectiveness
Continuous Improvement –/5
Run win/loss reviews on every closed deal, and re-run this scorecard each quarter to prove the engine is improving.
Nine statements is a first read. The full scorecard asks 45 and scores every discipline properly - and your nine answers come with you, so you start nine statements in.
Frequently asked questions
Before you start
About two minutes: nine statements, one for each discipline of the Revenue Operating System.
Your score out of 100 and its maturity band, your wheel across all nine disciplines, and the three weakest disciplines with the first move on each.
The full Revenue Readiness Scorecard asks five statements per discipline, 45 in all, and takes about twelve minutes. This is the first read. Your nine answers carry over if you go on to the full one.