The B2B Sales Funnel Scorecard walks sales leaders through eight questions covering the full funnel, from lead generation to conversion. It opens by asking how leads are sourced and qualified, then moves through sales cycle length, CRM adoption, and follow-up structure to build a picture of process maturity. Two open-ended questions — on current bottlenecks and revenue goal progress — invite candid detail that the structured questions alone can't capture. After submitting, respondents see a confirmation noting that their answers reveal insights about their sales process and opportunities for optimization.
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The "What is the biggest bottleneck in your sales funnel currently?" and "How effectively does your team use your CRM system?" questions give managers a structured way to document process gaps they already suspect but haven't formally recorded.
Questions on lead qualification frameworks, sales cycle length, and the "What is your estimated lead-to-customer conversion rate?" question provide the process benchmarks RevOps needs to prioritise improvement initiatives.
The "How structured is your follow-up process with prospects?" and "Are you currently meeting your revenue goals? What's helping or hindering progress?" questions help founders identify whether early-stage revenue issues stem from process gaps or external factors.
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