Sales Operations Audit

Do you have clearly defined opportunity stages with exit criteria?

Is pipeline coverage tracked weekly?

Do you track pipeline velocity?

Is weighted pipeline used for forecasting?

Are stale opportunities automatically flagged?

Is there a documented forecasting methodology?

Do you track forecast accuracy over time?

Are forecasts reviewed in a regular cadence?

Do reps input their own commit numbers?

Is forecast data integrated with finance for planning?

Do you track quota attainment by rep?

Is ramp time measured for new hires?

Do you track activity metrics (calls, meetings, proposals)?

Is there a defined sales methodology in use?

Do you have a formal coaching program?

Is the comp plan documented and understood by all reps?

Are quotas set based on data (not just top-down)?

Is territory design balanced by opportunity?

Are SPIFs and bonuses aligned with strategic priorities?

Do you have a formal capacity planning process?