Revenue scorecard

Twelve questions, about four minutes. You will see a score out of 10 for your offer, pipeline and sales process, the biggest leak to fix first, and whether the Earnpact proof period is a fit. For the full picture, use the Revenue Review.

Offer and positioning

How many paying customers do you have in your main target segment?

Fewer than 3 3 to 9 10 or more

Can you say in one sentence why customers choose you over competitors?

Not really Roughly Yes, and customers say it too

When you lose a deal, why is it usually?

Someone was cheaper A mix of reasons Rarely on price; usually timing or fit

Is your ideal customer written down: industry, size, buyer role and buying triggers?

No Partly Yes

Pipeline generation

Where do most new deals come from?

Referrals and inbound only Some outbound, but irregular A repeatable outbound engine

How predictable is next quarter’s pipeline?

A guess A rough idea Forecast with confidence

How many qualified new meetings do you hold in a typical month?

0 to 3 4 to 10 More than 10

Do you track reply, meeting and close rates?

No Some of them All of them

Sales process

How long is your typical sales cycle, first meeting to signed deal?

More than 6 months 3 to 6 months About 90 days or less

Who takes and closes sales meetings?

Only the founder or one senior seller, and they are stretched The same person, with time set aside Several people can take and close them

Do you use a written discovery script and a proposal template?

No Partly Yes

What happens to promising leads that go quiet?

Nothing, usually Someone follows up when they remember A defined follow-up sequence

Your revenue score

Biggest leak:

You look like a fit for the proof period.

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The proof period is not the right fit yet. Here is what is.

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