10 Questions • 7 Min • Free PDF

Sales Health Check

Identify the sales process gaps that may be reducing pipeline visibility, slowing deal progression and weakening forecast confidence.

This practical 10-question assessment takes around seven minutes to complete and is designed for General Managers, Managing Directors and Sales Leaders responsible for B2B teams selling into SME markets across Western Sydney.

Start with three sample questions below, then complete the full 10-question Health Check online or download the printable PDF.

Key Takeaways

A Practical Way to Assess Your Sales Environment

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Complete the Sales Health Check in around seven minutes.

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Gain practical insights into your current sales environment.

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One practical insight today can become tomorrow's competitive advantage.

A Quick Snapshot

Below are three sample questions from the Health Check that reveal whether your pipeline is commercially sound – or quietly drifting off forecast.

1

The “Polite Maybe” Trap: Are you progressing opportunities before confirming budget and a clear timeline?

What it reveals: Whether your pipeline supports forecast confidence – or inflates it.
2

The Ghost in the Room: Are you speaking with the real decision-maker early – or discovering them late?

What it reveals: Whether deals are commercially qualified – or politically delayed.
3

Beyond the Quote: Do you uncover the commercial impact of the problem – or default to price?

What it reveals: Whether you're positioned on value – or vulnerable to price pressure.

Jump to the full 10 questions ↓

Download Health Check PDF

Includes all 10 questions, scoring guidance and practical next steps to help strengthen pipeline discipline.

What the Health Check Assesses

The 10 questions focus on three areas that have the greatest influence on pipeline quality, deal progression and forecast confidence.

Qualification Discipline

Assess whether opportunities are being qualified consistently enough to support a commercially sound pipeline and reliable forecasts.

Commercial Conversations

Examine whether your team is uncovering commercial impact, building value and engaging the right decision-makers early enough.

Deal & Revenue Visibility

Identify whether clear next steps and disciplined deal progression are providing leadership with confidence in future revenue.

The assessment is built around the commercial principles that underpin the Q-RED™ Sales System.

How to Read Your Score

Answer each question with Yes or No, then total your number of “Yes” responses.

Your score provides a simple indication of the strength of your sales process and where opportunities for improvement may exist.

Structurally Strong (8-10 Yes)

Your sales process appears well structured, with consistent qualification, deal progression and pipeline discipline.

Performance Drifting (5-7 Yes)

Some good practices are in place, but inconsistencies may be reducing pipeline visibility and forecast confidence.

Commercial Risk (0-4 Yes)

Structural gaps may be affecting qualification, deal progression and revenue predictability.

Complete the Sales Health Check

Answer each question with Yes or No. Each “Yes” indicates that the sales discipline is consistently in place. Once you have completed all 10 questions, total your “Yes” responses and use the scoring guide below.

Answer based on how your sales process operates today.

There are no right or wrong answers. The value comes from identifying practical opportunities for improvement, not achieving a perfect score.

Questions 1-2 Qualification & Commercial Fit

1
The “Polite Maybe” Trap: Before investing more than two hours in an opportunity, do you confirm that a realistic budget and must-fix timeline are in place?
Look for: early qualification that protects selling time and pipeline quality.
2
The Ghost in the Room: Do you identify and engage the person responsible for final sign-off early in the sales process?
Look for: clear decision authority before opportunities reach internal review.

Questions 3-4 Discovery & Commercial Clarity

3
Beyond the Quote: Do your sales conversations uncover and quantify the commercial cost of the problem before moving to price?
Look for: clear commercial impact before solutions or proposals are presented.
4
The Trust Factor: Does your sales process create a genuine business conversation rather than a transactional box-ticking exercise?
Look for: rapport and commercial relevance rather than reliance on scripts.

Questions 5-6 Value Positioning & Proof

5
The Tailored Pitch: Are your proposed solutions clearly linked to the prospect’s current business priorities and desired commercial outcomes?
Look for: outcomes and business relevance rather than features alone.
6
Relevant Proof: Can you provide a credible customer example that closely reflects the prospect’s industry, challenge or business situation?
Look for: relevant evidence that strengthens credibility and reduces perceived risk.

Questions 7-8 Decision & Deal Momentum

7
The “Leave It with Me” Loop: Does every sales conversation conclude with a clear, mutually agreed and time-bound next step?
Look for: visible deal momentum built into every customer interaction.
8
Price Protection: Can your team confidently defend the value of the solution without defaulting to discounting?
Look for: commercial confidence and value discipline under pressure.

Questions 9-10 Consistency & Revenue Strategy

9
The Lone Wolf Factor: Is there a consistent and documented sales process that is understood and applied across the team?
Look for: repeatable sales execution rather than reliance on individual heroics.
10
The 90-Day Plan: Does your team have a written 90-day activity plan aligned to current pipeline requirements and revenue targets?
Look for: structured activity that supports more predictable commercial outcomes.

Download Health Check PDF

Prefer to work offline? Download the printable version with all 10 questions and scoring guidance.

Understanding Your Score

Find the range that matches your total number of “Yes” responses.

8-10 Yes – Structurally Strong
Your sales process appears well structured. Continue reinforcing qualification discipline, value-based conversations and consistent deal progression to protect margins and maintain forecast confidence.
5-7 Yes – Performance Drifting
Some strong practices are in place, but inconsistency may be reducing pipeline clarity. Improving qualification, discovery and next-step discipline can often have a noticeable impact within a single quarter.
0-4 Yes – Commercial Risk
Your results suggest there may be structural gaps affecting deal quality, sales execution and forecast reliability. Addressing these areas can improve revenue visibility and create a more predictable sales environment.

Turn Insight into Action

Your Sales Health Check provides a snapshot of your current sales environment.

A complimentary 20-minute Sales Performance Diagnostic helps identify the one or two practical improvements most likely to strengthen pipeline clarity, deal progression and forecast confidence.

Complimentary · No obligation

Sales Performance Diagnostic

Review your results, explore the likely causes behind stalled opportunities and identify clear commercial priorities you can apply immediately.

Explore the Diagnostic

Where broader capability development is appropriate, the diagnostic can also help determine whether Q-RED™ Foundations is the right next step.

Built on the Q-RED™ Sales System. Structured Sales. Human Delivery.

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