Free PDF • 10 Questions • 7 Minutes
Western Sydney B2B Sales Performance Health Check
A practical 10-question checklist designed for General Managers, Managing Directors, and Sales Leaders responsible for revenue outcomes.
Identify where deals are stalling, qualification is inconsistent, or forecast confidence is drifting — and prioritise the commercial adjustments that will lift performance this quarter.
Built for Western Sydney SMEs selling complex B2B services and solutions, and grounded in the Q-RED™ Sales System.
Includes scoring guidance and practical next steps aligned to Q-RED™.
What the Full Health Check Covers
The complete 10-question assessment is structured around three commercial pillars that directly impact revenue predictability and sales performance.
Pipeline Discipline
- Clear qualification standards
- Budget and timeline confirmation
- Decision-maker visibility
- Removal of “hope-based” deals
Commercial Conversations
- Depth of discovery conversations
- Commercial impact clarity
- Value positioning vs price pressure
- Consistency across salespeople
Forecast & Accountability
- Confidence in quarterly forecasts
- Clarity of next steps
- Stalled deal detection
- Leadership visibility of pipeline risk
Each question is scored to highlight whether your sales environment is structurally strong, drifting, or at commercial risk.
How to Score Your Results
Once completed, your total score reveals whether your sales environment is structurally strong — or carrying hidden commercial risk.
□ Structurally Strong
Your pipeline discipline, qualification standards, and deal progression are commercially aligned.
Forecast confidence is likely supported by real opportunity strength — not optimism.
□ Performance Drifting
Some opportunities are qualified properly — others are progressing without commercial clarity.
Revenue outcomes may fluctuate quarter to quarter unless structural adjustments are made.
□ Commercial Risk
Qualification gaps, unclear next steps, and inconsistent sales conversations are likely undermining pipeline accuracy.
Forecast confidence may not reflect real deal strength — creating avoidable revenue volatility.
If your results fall in the amber or red range, a short 20-minute Sales Performance Diagnostic can clarify exactly where commercial discipline needs strengthening — and whether Q-RED™, coaching, or training is the right next step.
The 10 B2B Sales Discipline Questions
Designed for Western Sydney SME sales leaders accountable for revenue performance,
these questions highlight where pipeline discipline, deal progression,
and forecast confidence may be breaking down.
Work through them in order.
Phase 1Qualification & Commercial Fit
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1
The “Polite Maybe” Trap:
Are you spending more than two hours on a prospect before confirming budget and a must-fix timeline?
Look for: time drains that never convert into revenue.
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2
The Ghost in the Room:
Are you speaking with the person who signs off — or does a hidden decision-maker appear late in the process?
Look for: deals that stall at “internal review”.
Phase 2Discovery & Commercial Clarity
-
3
Beyond the Quote:
Do your conversations uncover the commercial cost of the problem — or end in a price discussion?
Look for: quantified impact before proposals.
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4
The Trust Factor:
Does your process feel like a genuine business conversation — or a transactional box-ticking exercise?
Look for: rapport + relevance, not scripts.
Phase 3Value Positioning & Proof
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5
The Tailored Pitch:
Are solutions clearly linked to the prospect’s current business priorities (this quarter / this year)?
Look for: outcomes, not features.
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6
Local Proof:
Can you reference a Western Sydney success story that mirrors the prospect’s situation?
Look for: credibility that shortens trust cycles.
Phase 4Decision & Deal Momentum
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7
The “Leave It with Me” Loop:
Does every meeting end with a clear, time-bound next step?
Look for: momentum built into every conversation.
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8
Price Protection:
Can your team defend value without defaulting to discounting?
Look for: commercial confidence under pressure.
Phase 5Consistency & Revenue Strategy
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9
The Lone Wolf Factor:
Is there a consistent, documented sales process across the team?
Look for: repeatability, not heroics.
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10
The 90-Day Plan:
Do you have a written activity plan for the next 90 days aligned to revenue targets?
Look for: structured activity → predictable results.
Download the printable PDF (with scoring) →
Used by Western Sydney SME sales leaders to benchmark qualification, deal discipline, and forecast confidence.
How Did You Score?
Tally your “Yes” answers. This gives a quick benchmark of your current sales discipline, pipeline strength, and forecast reliability.
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8–10 Yes — Strong Commercial Discipline
Your foundations are solid. Focus on sharpening consistency across the team, protecting margin, and improving conversion at later stages. -
5–7 Yes — Performance Drifting
Some wins are coming through — but avoidable leaks are slowing momentum. Tightening qualification, discovery, and next-step clarity will stabilise results. -
0–4 Yes — Revenue at Risk
Inconsistent process is likely impacting pipeline quality and forecast confidence. A simple, structured sales framework will lift predictability quickly.
Practical next step: If you scored 7 or below, choose just one phase (qualification, discovery, value positioning, or decision discipline) and tighten it for 30 days before moving to the next.
This benchmark is widely used by Western Sydney SME sales leaders to assess process clarity and revenue predictability.
Turn Insight into Action
If you’re accountable for revenue outcomes (GM, MD, Sales Director), the fastest next step is to apply your results to your real pipeline — and identify the 1–2 fixes most likely to lift deal progression and forecast confidence.
We typically start with a focused 20-minute Diagnostic. If it’s useful, we then book a separate 60-minute working session to go deeper.
You’ll speak directly with Paul Mason (Founder, Touchstone) — practical, commercially grounded, and aligned to the Q-RED™ Sales System.
Complimentary · Limited Spots
Sales Performance Diagnostic (20 min)
Pinpoint what’s stalling results and leave with 1–2 clear commercial priorities for the quarter ahead.
Book the 20-min DiagnosticBy Invitation (After Diagnostic)
Sales Capability Review (60 min)
A deeper working session to review pipeline, deal discipline, and the practical process upgrades that will lift predictability.
Book the 60-min ReviewPowered by the Q-RED™ Sales System · Structured Sales. Human Delivery.