Free CRM Diagnostic — Is Your CRM Working?

Question 1 of 5

How do your reps typically log calls and meetings in the CRM?

In real-time or immediately afterLogging is part of the workflow, not a chore they remember later End of day or batch updatesReps do a CRM update at the end of each workday Before pipeline reviewsUpdates happen mainly when someone is going to check Sporadically, or not at allCRM data is incomplete and everyone knows it

Question 2 of 5

When a deal moves to a new pipeline stage, what does your CRM do automatically?

Creates tasks, triggers emails, or suggests next stepsThe system actively drives the deal forward Sends internal notifications to the manager or teamPeople are alerted, but no action is automated Updates the stage label and that's itStage change is logged, nothing else happens Nothing — reps manage next steps manuallyThe CRM is a record, not a workflow engine

Question 3 of 5

How would you describe your weekly pipeline review meetings?

Strategy sessionsWe review system-generated insights and decide what to do next Mix of data review and discussionSome CRM data is available but we still ask a lot of questions Manager interrogationsManager asks deal-by-deal questions; reps answer from memory We barely use the CRM in reviewsMostly gut checks and spreadsheets

Question 4 of 5

Where do your sales playbooks and process documentation live?

Inside the CRM, embedded in deal workflowsReps see the right guidance at the right deal stage In a sales enablement tool linked from the CRMAccessible but reps have to go find it In a shared doc (Notion, Confluence, Google Drive)Exists, but separate from where reps work Scattered or mostly in people's headsNo centralized, current process documentation

Question 5 of 5

How is your sales forecast primarily built?

System-driven with AI or weighted probability modelsCRM generates a base forecast; managers adjust with context Stage-weighted pipeline with manager overridesRule-based system with human judgment on top Rep commit + manager gut checkReps call their numbers; managers aggregate upward Mostly gut feel with a spreadsheet on topHistorical accuracy of the CRM forecast is poor

out of 15 · CRM Value Gap Score

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