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Sales training and coaching · Prospecting and meeting-booking practice

Score the company and the person separately before you chase either.

A good fit test is a two-part check that a prospect is the right company and that the person you are talking to can act on your offer. You write both parts down, score your last ten leads against them, and check the scores against who actually bought. The page ends in a fit sheet your team uses on every new enquiry.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Editorial illustration for Ideal customer profile development

In one paragraph

A good fit test is a two-part check that a prospect is the right company and that the person you are talking to can act on your offer. You write both parts down, score your last ten leads against them, and check the scores against who actually bought. The page ends in a fit sheet your team uses on every new enquiry.

A packaging supplier in Ludhiana spends three weeks on a garment exporter who loves the samples and asks for a lower rate. The firm is the right size and the right trade. The man who replies on WhatsApp is the accounts clerk, and the real decision is taken by the brother who runs the factory floor. The deal dies in the family, not in the price negotiation.

That is why the test has two halves. Company fit asks whether the firm is the kind that buys what you sell: trade, size, town, how it buys, what it is struggling with. Person fit asks whether the individual in front of you can say yes, will say yes, and is willing to talk at all.

The owner and the sales head write the criteria together, in about ninety minutes, and the reps apply it. In an owner-run firm the person fit is the owner or a family member, so the question for you is whether you have been introduced to that person yet.

This sits between the ideal customer profile, which describes the company in general, and the prospect research brief, which goes deep on the few who pass. Run the test before you spend research time on anyone.

Where this sits

Topic 2 of 8 in sales training and coaching: prospecting and meeting-booking practice. Drills for finding good-fit prospects and getting meetings. Distinct from the sales-process sourcing and prospect-list pages: these are practice routines.

If you want this done for you

Know exactly who your best customer looks like before you spend to find more of them.

Read the ideal customer profile development page

The work

What this is actually like.

  • “Test the criteria against your past winners”

    Take the last ten customers who paid and score them honestly. If four of them fail your own fit sheet, the sheet is wrong, not the customers. Then score ten who went cold. A test that cannot tell these two groups apart is a list of wishes.

  • “A fit company with a wrong contact is a different problem”

    Do not drop a good company because the first contact is junior. Record it as company fit pass, person fit unknown, and work out the route in. Mixing the two scores loses firms that were fine and hides the ones where you simply never met the buyer.

  • “Need indicators beat size”

    Turnover and headcount are easy to find and weak at predicting a sale. A new branch opening, an old machine, a tender notice, a hiring advertisement for your function: these show a need. Put at least one visible need signal in the company half.

  • “Willingness to talk is part of fit”

    A decision maker who never replies to three honest messages is not a fit this quarter, however perfect the company. Mark a limit, such as three tries across two channels, and move the name to a review list.

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.

  1. The company fit criteria

    Five lines: trade, size band in turnover or staff, town or state, how they buy, and one need signal you can see from outside. Each gets a yes, no or unknown.

    Result: Finished when two reps scoring the same company get the same answer on at least four lines.

  2. The person fit criteria

    Role or title, influence on the decision, who else must agree, and willingness to meet. For owner-run firms add a line naming the family member who holds the final say.

    Result: Finished when every scored lead has a named person, not a department.

  3. The back-test sheet

    Ten recent customers and ten lost or silent leads, each scored on both halves with a column for what actually happened.

    Result: Finished when you can say which criterion separated winners from losers, and which one did nothing.

  4. A fit field in the CRM

    Two columns on every lead: company fit and person fit, each pass, fail or unknown. Nothing moves to a quotation without both at pass.

    Result: Finished when you can filter the list to pass-pass and see how many names that is.

  5. The review list

    Leads with one half at fail or unknown, reviewed on a fixed day that you pick.

    Result: Finished when each name on it has a next action or has been removed.

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.

Tell us what you needor call +91 80958 58589

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
How many criteria are too many?
More than five per half is too many. Reps cannot hold them in their head and begin to guess. Keep the ones that separated your past winners from the rest, and delete the rest.
What if a poor fit pays well?
Take the order and keep it out of the fit sheet. If you keep winning poor fits, change the criteria. If it was a one-off, the sheet is still right. Decide which by looking at how many repeat.
Who scores a lead that comes through a referral?
The rep who meets them, within the first conversation. Referrals skip trust, not fit. A friend of the owner who is a poor fit still wastes the same hours.
Do we share the sheet with the buyer?
No, but the questions on it come out naturally in a first call: how do you buy this today, who else signs off. Keep the score internal.
Is this the same as lead scoring in the CRM?
Lead scoring adds points for behaviour such as opening messages. This test is the earlier filter on who deserves effort at all. Use this first, then add behaviour points once you have enough leads to make them mean something.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts. For sales work it is mostly our time, with production only where scripts, decks or CRM setup need it.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
Fixes to reply time and follow-up are the quickest to show, because the enquiries already exist. Process, CRM and training changes show as the team uses them. Each one is tracked against the baseline.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
To start, last month's enquiries in any format and time with whoever handles them. After that, access to the accounts the work touches, such as the website, Google Business Profile or CRM.

Where to go next

The work that carries this topic further.

Services

The rest of prospecting and meeting-booking practice

Or read all of sales training and coaching.

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.

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