CRM, lead flow and sales techniques · Sales enablement and the marketing-sales agreement
Score your own sales set-up separately, then argue about the gaps in the scores.
A sales enablement self assessment is a list of plain statements about your goal, your buyer, your material, your process and your tools, scored one to five by each person who touches sales. It ends in a ranked list of the three gaps worth fixing first and a date to score again.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A sales enablement self assessment is a list of plain statements about your goal, your buyer, your material, your process and your tools, scored one to five by each person who touches sales. It ends in a ranked list of the three gaps worth fixing first and a date to score again.
A Coimbatore pump dealer asks three people whether the team knows who the ideal buyer is. The owner says yes, the sales head says partly, and the cousin who runs the Instagram page says nobody has ever told the page. Same question, three answers, and the real finding is the distance between them.
The assessment is a sheet of about twenty statements such as the team can describe the target buyer in one sentence or every quotation has a follow-up date. Each person scores every statement from one to five on their own, without conferring. Then you read the statements where the scores are furthest apart.
In a business of five to twenty people the owner covers both sales and marketing, so the owner scores as two people and the sheet still needs a second voice. Take the sales head or senior rep, and whoever posts the ads or answers the enquiry phone. An agency can be the marketing scorer if nobody in-house owns it.
This comes before the ninety-day plan and the shared revenue goal. It tells you where to point them. It does not replace a proper audit of your numbers.
Where this sits
Topic 1 of 13 in crm, lead flow and sales techniques: sales enablement and the marketing-sales agreement. What sales and marketing agree on so leads move cleanly between them.
- The topic after
- Personas and positioning
If you want this done for you
A new rep still hunts for material a manager should have handed over on day one.
The work
What this is actually like.
“The spread matters more than the average”
A statement scored four by everyone is settled. A statement scored five by the owner and two by the rep is a conversation nobody has had. Sort the sheet by gap and start with the widest.
“Score alone, in writing”
If the owner speaks first, the others drift to the owner's number. Hand out the sheet, collect it, and enter the scores yourself. Anonymous is better where the rep reports to a relative.
“Add statements from your own week”
The standard set will not mention the thing that actually hurts you. If dealers in Hubballi quote you against a rival every week, add the statement we know why we lose to that rival and score it like the rest.
“Fix the foundation before the tools”
Teams jump to the CRM subscription or the new brochure. If the goal and the buyer statements score lowest, no tool will rescue them, and the tool just stores confusion more neatly. Start with the weakest of goal, buyer and material.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Statement sheet
A table with one statement per row under five headings: goal, target buyer, material, process, tools. Columns: statement, owner's score, sales score, marketing score, spread, note.
Result: Finished when each of the three scorers has filled every row without seeing the others.
Gap notes
For every statement with a spread of two or more, a line on what is really happening, written after asking each scorer why they chose their number.
Result: Finished when each gap note names a fact, such as the brochure was last printed in 2022, not an opinion.
Top-three list
The three gaps you will act on, ranked, each with the person who will fix it. Choose from goal, buyer and material before process and tools.
Result: Finished when each of the three has a named owner and a date.
Re-score date
A calendar entry about ninety days out, with the same sheet saved so the same statements are scored again by the same people.
Result: Finished when the date is in the owner's calendar and the blank sheet is in the shared folder.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Who should score if we have no marketing person?
How long does the exercise take?
What if everyone scores everything four or five?
Is a low score a failure?
Should this lead to a CRM purchase?
How much does it cost?
How long is the contract?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of sales enablement and the marketing-sales agreement
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.