Pipeline Evaluation Quiz

1. Lead Categories & Quality

We know exactly which lead sources drive the most revenue using CRM data. We have a general sense, supported by some data. We rely mostly on gut feel; no formal review. We don’t track lead source performance.

2. Lead-to-Appointment Conversion

We know our exact conversion rate and regularly improve it. We know an approximate rate. We assume most leads book appointments. We don’t track this metric.

3. Speed-to-Lead Follow-Up

Automated responses + consistent human follow-up. Same-day responses, no automation. Varies depending on workload. No tracked response process.

4. Appointment-to-Proposal Conversion

We track this closely and optimize friction points. We know the general trend. We assume most appointments become proposals. We do not track this at all.

5. Proposal Close Rate

We track closes/losses with structured follow-up. We track wins/losses loosely. Follow-up varies by rep. We do not track close rate.

6. Deal Size & Profitability

We track average deal size + margins and optimize both. We know rough values. We price based on the market and hope margins hold. We don’t track these metrics.

7. Pipeline Visibility & CRM Usage

CRM is accurate and drives daily decisions. CRM is mostly accurate. We use spreadsheets or email trails. No central pipeline view exists.

8. Technology & Automation

Using Salesloft/HubSpot sequences + automation. Some tools, inconsistent use. Mostly manual follow-up. No modern sales tech in place.

9. Presentation & Proposal Consistency

Standardized, consistent, brand-aligned proposals. Templates exist but vary. Every rep does it differently. No templates or consistency.

10. Growth Planning & Conversion Targets

We have defined targets by stage and know which levers drive growth. We set goals, but they aren’t tied to conversion metrics. We want growth but haven’t mapped the pipeline. No growth metrics currently tracked.