Free PDF • 10 Questions • 7 Min

Sales Health Check

A practical 10-question checklist to help General Managers, Managing Directors and Sales Leaders identify gaps in pipeline clarity, deal control and revenue visibility.

Use it to identify where opportunities are stalling, qualification is inconsistent, next steps are unclear or forecast confidence is drifting.

Designed for B2B teams selling into SME markets across Western Sydney, including manufacturing, construction & infrastructure, engineering services, transport & logistics, B2B technology and professional services – and fully aligned to the Q-RED™ Sales System.

A Quick Snapshot

Below is a small sample of the questions General Managers and Sales Leaders use to assess whether their 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 aligned to Q-RED™ to strengthen pipeline discipline this quarter.

Want to discuss what your results may indicate?

Book a complimentary 20-minute Sales Performance Diagnostic to review the likely gaps, priorities and next steps.

Book a complimentary diagnostic →

What You'll Discover

The Health Check highlights where sales opportunities are most commonly lost and helps identify practical improvements to strengthen pipeline discipline, commercial conversations and forecast confidence.

Stronger Qualification

Discover whether opportunities are being qualified thoroughly enough to support reliable forecasts, or whether weak qualification is creating hidden pipeline risk.

Better Customer Conversations

Assess whether your team is uncovering commercial drivers, building value and engaging decision-makers early enough to progress opportunities confidently.

Greater Revenue Visibility

Identify the sales behaviours that improve deal progression, strengthen forecast confidence and provide leadership with greater visibility of future revenue.

The assessment is built around the same commercial principles that underpin the Q-RED™ Sales System , giving you practical recommendations that can be applied immediately.

How to Read Your Score

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

Your 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 likely aligned.

Forecast confidence is likely supported by real opportunity strength – not optimism.

Performance Drifting (5-7 Yes)

Some opportunities may be qualified properly, while others are progressing without enough commercial clarity.

Revenue outcomes may fluctuate quarter to quarter unless the underlying gaps are addressed.

Commercial Risk (0-4 Yes)

Qualification gaps, unclear next steps and inconsistent sales conversations may be undermining pipeline accuracy.

Forecast confidence may not reflect real deal strength – creating avoidable revenue volatility.

Scored in the amber or red range?

A complimentary 20-minute Sales Performance Diagnostic can help clarify what the results may indicate and identify the 1–2 areas most worth addressing first.

Book a complimentary diagnostic →

The 10 B2B Sales Discipline Questions

Take the Health Check

Answer each question with Yes or No, then work through them in order. These 10 questions are designed to uncover the sales behaviours that have the greatest impact on pipeline clarity, deal progression and forecast confidence.

Phase 1 Qualification & Commercial Fit

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.
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

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.
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

5 The Tailored Pitch: Are solutions clearly linked to the prospect’s current business priorities?
Look for: outcomes, not features.
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

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.
8 Price Protection: Can your team defend value without defaulting to discounting?
Look for: commercial confidence under pressure.

Phase 5 Consistency & Revenue Strategy

9 The Lone Wolf Factor: Is there a consistent, documented sales process across the team?
Look for: repeatability, not heroics.
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 Health Check PDF

What Your Score May Be Telling You

Total your number of “Yes” responses to benchmark your current level of sales discipline, pipeline strength and forecast reliability.

8-10 Yes – Strong Commercial Discipline
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 – Revenue at 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.

Want to explore your results further?

A complimentary 20-minute Sales Performance Diagnostic can help validate your results, prioritise the highest-impact improvements and identify practical next steps for your team.

Book a Complimentary Diagnostic

Turn Insight into Action

If your Health Check has highlighted opportunities to improve pipeline clarity, sales execution or forecast confidence, the next step is to apply those insights to your current sales opportunities.

A complimentary 20-minute Sales Performance Diagnostic will help identify the 1–2 improvements most likely to strengthen deal progression, revenue visibility and commercial performance.

Complimentary • 20 Minutes

Sales Performance Diagnostic

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

Book Your Complimentary Diagnostic

If a broader capability uplift is appropriate, your diagnostic can also help determine whether the Q-RED™ 6-Week Sales Program is the right next step for your team.

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