# GTM Motion Selector Quiz > A 12-question self-assessment on deal size, buyer count, and product complexity that scores out to a recommended sales-led, PLG, or hybrid go-to-market motion. Free assessment/quiz for sales leaders. Topic: [Sales Leadership & GTM Strategy](https://www.peerlab.ai/library/topic/sales-leadership-gtm-strategy/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/gtm-motion-selector-quiz/ ## How to use it Answer all 12 questions about your product and buyer as they exist today, sum the point values, and read the corresponding band: treat the result as a starting hypothesis to pressure-test with your actual conversion data, not a final verdict. ## What's inside - 12 scored questions covering ACV, buyer count, sales cycle, product complexity, time-to-value, and virality - Point-value answer key for every question (1-5 points each) - Scoring bands mapping total points to Sales-Led, Sales-Assisted Hybrid, PLG+Sales-Assist, or Pure PLG - A tie-breaker rule for scores that land on a band boundary - Motion definitions, what each recommended motion actually looks like in headcount and process - A re-take cadence recommendation as the product and ICP evolve Answer all 12 questions honestly about your *current* product and buyer, not your aspirational one. Score each answer, sum the total, and read the band at the end. --- ## The 12 Questions **1. What is your average contract value (ACV)?** - a) Under $2,000/year: 5 pts - b) $2,000-$15,000/year: 4 pts - c) $15,000-$50,000/year: 3 pts - d) $50,000-$150,000/year: 2 pts - e) Over $150,000/year, 1 pt **2. How many people are typically involved in a purchase decision?** - a) 1 (self-serve, individual): 5 pts - b) 2-3 (small team consensus): 4 pts - c) 4-6 (departmental buying committee): 2 pts - d) 7+ (enterprise procurement, legal, security review), 1 pt **3. How long is your typical sales cycle, first touch to closed-won?** - a) Under 1 day (self-serve signup), 5 pts - b) 1-14 days, 4 pts - c) 2-6 weeks, 3 pts - d) 2-4 months, 2 pts - e) 5+ months, 1 pt **4. Can a user get to a meaningful "aha" moment without talking to a human?** - a) Yes, in minutes: 5 pts - b) Yes, but takes a guided onboarding flow: 4 pts - c) Only with some hand-holding (docs, chat support), 2 pts - d) No, requires implementation/services to see value, 1 pt **5. How technically complex is your product to configure or integrate?** - a) Zero-config, works out of the box: 5 pts - b) Light config (a few settings/integrations): 4 pts - c) Moderate (API integration, data migration): 2 pts - d) Heavy (custom implementation, professional services required), 1 pt **6. Does your product have a natural viral or invite loop (users bring in other users)?** - a) Strong built-in virality (collaboration, sharing features): 5 pts - b) Some virality, not core to the product, 3 pts - c) None, value is single-player or org-contained, 1 pt **7. Who is the primary buyer/user?** - a) Individual practitioner/consumer, 5 pts - b) Team lead / department manager, 3 pts - c) VP/Director with budget authority, 2 pts - d) C-suite / procurement-led enterprise buyer, 1 pt **8. Is security/compliance review (SOC 2, legal, procurement) typically required to close?** - a) Never: 5 pts - b) Rarely, small accounts skip it: 4 pts - c) Sometimes, depends on account size, 2 pts - d) Always, 1 pt **9. How price-sensitive/comparison-shopped is the purchase?** - a) Credit-card, low-consideration purchase: 5 pts - b) Some comparison shopping, low-friction, 4 pts - c) Formal evaluation against 2-3 competitors, 2 pts - d) RFP/competitive procurement process, 1 pt **10. Does the product require significant customization or professional services to go live?** - a) None, 5 pts - b) Minimal (a config call), 4 pts - c) Moderate (a short onboarding project), 2 pts - d) Heavy (multi-week/month implementation), 1 pt **11. What's your current close rate on inbound self-serve signups with zero sales touch?** - a) Meaningful revenue already converts with no sales touch: 5 pts - b) Some converts, but sales touch clearly increases conversion, 3 pts - c) Almost nothing converts without a sales conversation, 1 pt **12. How differentiated/complex is your value proposition to explain?** - a) Self-explanatory from the product UI alone, 5 pts - b) Needs a short explainer/demo video, 4 pts - c) Needs a live demo to click, 2 pts - d) Needs a consultative conversation to even identify the right use case, 1 pt --- ## Scoring Add up your points across all 12 questions. Maximum possible: 60. Minimum possible: 12. | Total score | Recommended motion | |---|---| | **50-60** | **Pure PLG (Product-Led Growth)**: self-serve signup and activation should be the primary acquisition engine; sales exists only for a small enterprise upsell tier, if at all | | **36-49** | **PLG + Sales-Assist**: self-serve is the front door; a sales team engages only accounts that show usage/expansion signals above a defined threshold | | **22-35** | **Sales-Assisted Hybrid**: marketing/self-serve generates and qualifies interest, but a rep is required to navigate the buying committee and close | | **12-21** | **Sales-Led (Enterprise)**: dedicated AEs, SEs, and often SDRs are required end-to-end; self-serve trials do not meaningfully substitute for a sales process | **Tie-breaker rule:** if your score lands within 2 points of a band boundary, answer this single question to break the tie: *"If we removed all sales headcount tomorrow, would revenue materially continue?"* Yes → move one band toward PLG. No → move one band toward Sales-Led. --- ## What Each Motion Actually Requires | Motion | Team shape | Primary metric to run the business on | |---|---|---| | Pure PLG | Growth/product team, minimal or no AE headcount, support-led | Activation rate, self-serve conversion rate, expansion within product | | PLG + Sales-Assist | Small sales-assist team triggered by product usage signals (PQLs) | PQL-to-opportunity conversion, usage-based expansion rate | | Sales-Assisted Hybrid | SDR/AE team working marketing-qualified leads, shorter cycles | MQL-to-SQL conversion, sales cycle length, win rate | | Sales-Led (Enterprise) | Full AE/SE/SDR org, named accounts, longer cycles, procurement navigation | Pipeline coverage ratio, average sales cycle, ACV, win rate against competitive RFPs | --- ## Re-Take Cadence Re-run this quiz whenever any of the following change materially: your ACV shifts by more than ~30%, you launch a materially simpler or more complex product tier, or your ICP moves up-market or down-market. A quiz taken at Series A with a $5K ACV product is not valid guidance once ACV has moved to $40K.