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Additional Questions To Consider

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About My Sales Organization?

  • Does my sales team push features and functions or focus on value?

  • Do we efficiently and regularly train our sales people via role plays and measure their knowledge?

  • Do we have a clear delineation and roles defined between SDR, BDR and Sellers? 

  • Is our CRM kept up-to-date?

  • Do we follow every leads effectively?

  • Do we have an accurate forecast method?

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About My Sales Playbook?

  • Do we have a differentiated value proposition?

  • Do we have the correct sales process in place?

  • Do we have a qualification guide?

  • How actionable are our sales scenarios?

  • Isn't our sales cycle too long?

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About My GTM Strategy?

  • Is our business repeatable and predictable?

  • Is our customer churn too high?

  • Do we have a well defined ICP (Ideal Customer Profile)?

  • Do we understand how our customers buy?

  • Do we have the right product/market fit?

  • Are we monitoring the right metrics?

  • Do we have the right pricing model? 

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About My Execution Model?

  • Do we have the right discipline culture and accountability in place with the right cadence to control and monitor systematically the execution of our plan to reach our objectives?

  • Do we select the appropriate leading vs lagging metrics defined to monitor progress?

  • Do we have the appropriate dashboards to monitor our business?

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