Free PDF • 10 Qs • 7m
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 10 questions assess three commercial areas that directly influence deal control, revenue visibility, and forecast confidence.
Pipeline Discipline
Qualification rigour, budget and timeline clarity, decision-maker access, and the removal of low-quality opportunities before they distort the pipeline.
Commercial Conversations
Discovery depth, commercial impact clarity, value positioning, and the quality of sales conversations taking place across the team.
Forecast & Accountability
Next-step discipline, stalled deal visibility, forecast reliability, and how clearly leadership can see pipeline risk before revenue is affected.
Scoring Guide
Answer each question with Yes or No, then total your number of “Yes” responses.
Your total score will indicate whether your sales environment is structurally strong — or carrying hidden commercial risk.
Structurally Strong (8–10 Yes)
Your pipeline discipline, qualification standards, and deal progression are commercially aligned.
Forecast confidence is likely supported by real opportunity strength — not optimism.
Performance Drifting (5–7 Yes)
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 (0–4 Yes)
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™ training and/or coaching is the right next step.
The 10 B2B Sales Discipline Questions
Start the Health Check
Answer each question with Yes or No, then work through them in order. These 10 questions are designed to highlight where pipeline discipline, deal progression, and forecast confidence may be breaking down.
Phase 1 Qualification & 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 2 Discovery & Commercial Clarity
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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 3 Value 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 4 Decision & 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 5 Consistency & 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.
Your Result
Total your number of “Yes” responses to benchmark your current level of sales discipline, pipeline strength, and forecast reliability.
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8–10 Yes — Strong Commercial Discipline
Solid foundations. Focus on consistency, margin protection, and late-stage conversion. -
5–7 Yes — Performance Drifting
Some wins, but avoidable leaks are slowing momentum. Tighten qualification, discovery, and next-step clarity. -
0–4 Yes — Revenue at Risk
Inconsistent process is impacting pipeline quality and forecast confidence. Structure will lift predictability quickly.
Practical next step: If you scored 7 or below, focus on one phase (qualification, discovery, value positioning, or decision discipline) and strengthen it over the next 30 days.
Turn Insight into Action
If you’re accountable for revenue outcomes, the strongest 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 useful, a deeper 60-minute working session can follow.
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.
Powered by the Q-RED™ Sales System · Structured Sales. Human Delivery.
Prefer a quick overview first?
View our 1-page Capability Statement for a concise overview of how Touchstone helps Western Sydney B2B SMEs restore deal control, improve revenue visibility, and strengthen sales execution — built on the Q-RED™ Sales System.
View Capability Statement (PDF)Explore our services
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