Assessment Examples
Relying on inbound alone or poor outbound tactics.
Limited pipeline, unpredictable revenue streams.
Inability to quantify the value of the solution in terms of ROI for the customer.
Prospects fail to see the benefit, leading to stalled deals.
Founders handle most sales, preventing scalability.
Limits growth and reduces founder focus on strategic tasks.
No clear stages or milestones for sales progression.
Inconsistent deal management, longer sales cycles, lost opportunities.
Leads are not followed up consistently or nurtured over time.
Lost opportunities and lower lifetime customer value.
Sales teams push products without addressing customer pain points.
Lower win rates and customer churn.
Sales teams either underutilize or misuse CRM, automation, and AI tools.
Lower productivity, missed insights, and incomplete data.
Misaligned incentives that don't promote the right sales behaviors.
Lower motivation, poor sales performance.
Not leveraging partnerships to co-sell or co-market to shared target audiences.
Missed opportunities to scale faster through partner networks.
Not aligning the sales process with where the prospect is in their buying journey.
Ineffective outreach, lower close rates.
Sales teams lack clarity on different stakeholders' roles in the buying process.
Inability to address specific buyer needs, leading to lost deals.
No clear tracking of key performance indicators (KPIs) across the sales funnel.
Inability to identify bottlenecks or predict future revenue.
Sales reps fail to uncover the true needs and challenges of prospects.
Misalignment between the solution and the customer's needs.
Waiting for leads to come in rather than actively pursuing target accounts.
Unpredictable pipeline, lower win rates.
Not utilizing AI tools for personalized outreach, research, and automation.
Reduced productivity, slower outreach, and missed insights.
Prioritizing immediate deals instead of building long-term customer relationships.
High churn rates, limited upsell opportunities, and lower LTV.
Sales reps lack a structured plan to prioritize high-value accounts.
Missed opportunities in high-potential accounts, inefficient efforts.
Using complex processes that confuse both sales reps and prospects.
Longer sales cycles, friction in closing deals.
Focusing on product features instead of solving customer pain points.
Lower engagement, reduced conversions, and higher churn.
Sales teams lack a framework to handle objections effectively.
Deals fall apart when prospects raise concerns.
Poor collaboration between sales and marketing on ICP, messaging, and hand-offs.
Leads fall through the cracks, lower pipeline quality.
Sales decisions are made without analyzing historical data or trends.
Poor forecasting, inability to optimize sales strategies.
Overloading the sales team with tools that don't integrate well.
Reduced productivity, fragmented data.
Sticking to outdated sales methods despite changing market dynamics.
Lost competitiveness, missed revenue opportunities.
Lack of focus on upselling and cross-selling to existing customers.
Missed revenue from existing accounts, low customer lifetime value.
Reaching out to prospects at the wrong time in their buying cycle.
Reduced response rates, missed opportunities.
No system in place to learn from lost deals or improve based on customer feedback.
Persistent mistakes, lower win rates.
Sales teams make promises that the product or service cannot fulfill.
Damaged reputation, higher churn rates, and lower customer trust.
Startups fail to adjust their approach when selling to larger, complex organizations.
Long sales cycles, difficulty closing enterprise deals.
Not accounting for the buyer’s internal procurement and legal requirements.
Delays in closing deals, deals lost to compliance issues.
Failing to identify and empower an internal advocate at the target account.
Harder to gain internal buy-in, deals stall or fall through.
Not using case studies, testimonials, or industry recognition to build trust.
Prospects question credibility, leading to slower or lost deals.
Deals are structured in ways that don't appeal to prospects (e.g., rigid pricing).
Lost deals due to lack of flexibility or perceived high cost.
Not focusing on ensuring post-sale success and retention.
Higher churn rates, reduced customer lifetime value.
Startups often target too broad an audience or the wrong segment.
Wasted time and resources on unqualified prospects, lower close rates.
Sales teams engage with leads that don't fit the ICP or have low intent.
Poor conversion rates and wasted sales efforts.
Value propositions are unclear or don't resonate with prospects.
Harder to differentiate from competitors, lower engagement rates.
Lack of tools, content, and resources to support the sales team.
Slows down deal progress and reduces seller effectiveness.
Random outreach instead of targeted, strategic account focus.
Lower deal sizes, less pipeline predictability.
Sales teams lack the skills to engage and handle objections effectively.
Lost opportunities due to poor handling of prospects.
Reps waste time with non-decision makers within accounts.
Slower deal cycles, lost deals.
Not incorporating customer insights into the sales strategy.
Misalignment with customer needs, reduced retention.
Lack of co-selling opportunities or leveraging partnerships.
Missed opportunities to expand reach and close larger deals.
Startups often compete on price or features without a unique value proposition.