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Sales Scorecard

Here’s a structured list of 15 multiple choice questions tied directly to the Velocity Sales Operating System (Positioning, Process, People, Performance, Planning) – designed to power an AI-enabled custom evaluation.

These questions will diagnose a company’s sales maturity and execution gaps. Each answer will map to one of the 5Ps and create a tailored report with recommendations.

🔍 Custom Velocity Evaluation Questions (15 Multiple Choice)

Format Guidelines:

• Each question has 4 options ranked from low to high maturity
• Wording is intuitive, non-jargony
• Responses power a dynamic Notion or PDF report
• Designed for companies doing £3M-£50M in B2B revenue

Ideal Client Clarity (Positioning) *How clearly have you defined your Ideal Customer Profile (ICP)?We target anyone who might need our product/serviceWe have rough criteria, but they aren’t consistently usedWe’ve defined our ICP and use it in outreach/targetingOur ICP is crystal clear and consistently guides our GTM strategy

Differentiation in the Market (Positioning) *How confident are you in your sales team’s ability to clearly explain why you’re different from competitors?Not confident - we often sound the same as othersSome reps can do it, but it’s inconsistentWe have good positioning but it’s not embedded in every touchpointWe can confidently win deals on differentiation alone

Sales Playbook Consistency (Process) *How consistent is your sales process across the team?Each rep does their own thingThere’s a general structure but it’s loosely followedWe have a documented process that’s mostly usedOur process is clear, enforced, and optimized over time

Pipeline Coverage & Forecasting (Process) *How reliable is your pipeline forecasting?It’s mostly guessworkWe track pipeline, but don’t forecast accuratelyForecasting is done monthly with reasonable accuracyWe forecast weekly with high accuracy and strong discipline

Prospecting Effectiveness (Process) *How strong is your team’s outbound prospecting motion?We don’t really prospect - leads come in randomlySome reps prospect, but there’s no systemWe have a prospecting strategy, but it’s not optimisedWe run structured outbound sequences with solid results

Sales Talent Quality (People) *How strong is your current sales team overall?Mostly underperformers or generalistsSome stars, but performance varies wildlySolid team with clear roles and accountabilityElite team with strong culture, consistent performance

Onboarding New Reps (People) *How fast and effectively do you ramp new sales hires?It takes 6+ months and we lose people quicklyWe provide some training, but results are inconsistentWe have a clear onboarding path with basic metricsReps are fully ramped in 60–90 days with role clarity

Sales Coaching Cadence (People) *How structured is your coaching and feedback system?We don’t really coach - it’s ad hocManagers check in occasionallyWe have weekly 1:1s and some role practiceCoaching is baked into our rhythm and improves results

Sales Team Accountability (Performance) *How do you hold reps accountable to targets?We set targets but rarely follow upWe track numbers, but there’s little consequenceRegular reviews happen, but motivation variesHigh-performance culture with clear expectations

Win Rate Awareness (Performance) *Do you track and understand your win rates?We don’t really knowWe estimate them, but data is messyWin rates are tracked and reviewed monthlyWin rates are known per rep, stage, and ICP

CRM Usage (Performance) *How consistently is your CRM used across the team?It’s a graveyard - barely usedSome reps use it, some don’tIt’s mostly accurate and checked weeklyIt’s the source of truth and drives daily sales ops

Annual Sales Planning (Planning) *How do you approach sales planning for the year?We don’t really plan - we just try to growWe set a target, but it’s not detailedWe create a plan with basic pipeline coverage and goalsWe build detailed plans by role, region, and product

Quarterly Rock System (Planning) *Do you run quarterly sales priorities (“rocks”)?No formal structure - we chase whatever’s urgentWe loosely discuss priorities but don’t track themEach rep has a personal rock with basic accountabilityClear sales rocks with tracking and team visibility

Sales Metrics Visibility (Planning) *How visible are key sales metrics to your team?We don’t share many metricsWe have dashboards but they’re rarely usedWe review basic KPIs in meetingsEveryone knows the key numbers and uses them to improve

Execution Rhythm (Planning) *What’s your current sales meeting and execution rhythm like?Inconsistent or randomWeekly meetings but not focusedWe follow a set structure most weeksWe run a weekly rhythm that drives focus and results

Full Name

Email AddressThe email address where the report to be sent to

Company Website

Annual Revenue

Disclaimer: EOS®, Entrepreneurial Operating System®, and EOS Implementer® are registered trademarks of EOS Worldwide, LLC. Sales Velocity OS™ is an independent system developed by Sales Velocity Group Ltd. It is designed to complement the EOS® framework and is not affiliated with, endorsed by, or associated with EOS Worldwide, LLC or its Implementer community.

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