# Sales Process Maturity Self-Assessment

> A 20-question, 60-point audit that benchmarks your team's qualification, forecasting, and deal-review discipline against a five-level sales process maturity model.

Free assessment/quiz for sales leaders. Topic: [Sales Process & Methodology (MEDDIC, SPIN, Challenger)](https://www.peerlab.ai/library/topic/sales-process-methodology-meddic-spin-challenger/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/sales-process-maturity-self-assessment/

## How to use it

Score all 20 questions honestly based on team-wide reality, total each category, and use the lowest-scoring category to decide which other resource in this library to deploy first.

## What's inside

- 20 scored questions across 4 categories: Qualification, Forecasting, Deal Review, Enablement Infrastructure
- 0-3 scoring key applied consistently across every question
- Category subtotals (/15 each) plus total score (/60)
- 5-level maturity band from Ad Hoc to Optimized
- Diagnostic guidance mapping your lowest-scoring category to the right next resource

20 questions, 4 categories, 0–3 scored. Answer honestly based on what actually happens across the team, not what your best rep does.

## Scoring key (use for every question)

- **0**: Not done / ad hoc, no one does this reliably
- **1**: Done inconsistently, entirely rep- or manager-dependent
- **2**: Done consistently by most of the team, some structure exists
- **3**: Done consistently, systematized, audited, and tied to real consequences (CRM enforcement, comp, or coaching action)

## Category A, Qualification Discipline

1. Reps can name the economic buyer (name and title) on stage-2+ deals without checking notes. ___
2. Every open deal carries a quantified business case (a number, not "will help efficiency"). ___
3. Decision criteria are documented and ranked, not assumed. ___
4. Reps identify and validate at least one internal champion per deal, with evidence of independent action, not just stated enthusiasm. ___
5. Competitive positioning is logged on every deal past stage 2: a named competitor, or explicit validated "no competition." ___

**Category A subtotal (/15): ___**

## Category B, Forecasting Accuracy

6. Committed/Best Case forecast accuracy over the last 2 quarters is within ±10% of actual closed revenue. ___
7. Deals slip (close date pushed) less than 20% of the time on average. ___
8. Sandbagging, deals closing that weren't forecasted as committed, happens on fewer than 10% of closed-won deals. ___
9. Forecast calls are based on documented qualification evidence, not rep confidence or gut feel. ___
10. Late-stage deal mortality (deals in Commit/Best Case that ultimately die) is tracked and stays under 15%. ___

**Category B subtotal (/15): ___**

## Category C, Deal Review Rigor

11. Deal reviews follow a consistent structured agenda across all managers, not "walk me through what's happening." ___
12. Deal reviews interrogate qualification gaps (Metrics, EB, Champion, etc.), not just activity counts and next steps. ___
13. Every deal review produces a documented action, owner, and date, tracked to completion. ___
14. Managers running deal reviews have themselves been certified on the methodology, not just the reps. ___
15. Stalled deals (no material movement in 30+ days) are systematically flagged and either re-engaged or purged from forecast within a defined SLA. ___

**Category C subtotal (/15): ___**

## Category D, Methodology & Enablement Infrastructure

16. New reps are certified on the sales methodology before running a live, unsupervised discovery call. ___
17. CRM fields structurally enforce methodology capture, not free-text notes nobody reads. ___
18. Methodology adoption is measured by CRM field compliance, not self-reported survey or confidence. ___
19. A defined, current role-play/certification scenario bank exists and is used for onboarding and periodic re-certification. ___
20. Sales leadership can produce, on demand, a report showing methodology adoption % by rep and by team. ___

**Category D subtotal (/15): ___**

## Total score (/60): ___

## Maturity bands

| Score | Level | What this means |
|---|---|---|
| 0–15 | Level 1, Ad Hoc | Heroics-dependent. No shared process; results ride on your best individual reps. |
| 16–30 | Level 2, Emerging | Some structure exists but is inconsistent and manager-dependent, quality varies wildly by team. |
| 31–45 | Level 3: Defined | A documented process exists and most of the team follows it, with some enforcement. |
| 46–55 | Level 4: Managed | Systematized, measured, and tied to CRM and consequence, adoption is visible and acted on. |
| 56–60 | Level 5, Optimized | Predictive and continuously improved; benchmarked and refined on a real cadence. |

## Reading your category subtotals

Compare Categories A–D against each other, not just the total: the lowest subtotal is where to start:

- **A is lowest** → start with the Methodology Certification Role-Play Scenario Bank and the Ramp Checklist; your team's qualification isn't just soft, it's untrained.
- **B is lowest** → your qualification may be fine but isn't feeding a disciplined forecast process; look at how forecast calls are actually run, not just at qualification data capture.
- **C is lowest** → you likely have the right data trapped in deals that nobody interrogates; start with the Manager's Guide to Running MEDDIC Deal Reviews.
- **D is lowest** → the org has no enforcement infrastructure; start with the CRM Compliance Scorecard and the 90-Day Rollout Playbook.