Appendix F1 — SalesOps Maturity Assessment
Purpose of This Appendix
This appendix defines how to objectively assess the maturity of a SalesOps system.
SalesOps maturity is not measured by:
- revenue alone
- headcount
- tools in use
- individual star performers
It is measured by consistency, predictability, and truth.
This assessment exists to:
- identify current-state reality
- expose structural gaps
- guide implementation priorities
- prevent misaligned optimization
How the Assessment Is Used
The SalesOps Maturity Assessment is used:
- before implementation
- during transformation
- after major changes
- as a periodic health check
It is diagnostic, not judgmental.
The goal is clarity — not scoring for pride.
The Four SalesOps Maturity Levels
SalesOps maturity progresses through four levels:
- Ad Hoc
- Defined
- Controlled
- Scalable
Each level reflects system behavior, not intent.
Level 1 — Ad Hoc
Characteristics:
- Sales is personality-driven
- Stages are informal or ignored
- CRM is inconsistent or incomplete
- Forecasts are unreliable
- Outcomes vary wildly
Common Symptoms:
- “Hero” reps
- Reactive management
- Last-minute closes
- Frequent surprises
Primary Risk:
Growth amplifies chaos.
Level 2 — Defined
Characteristics:
- Stages exist
- Basic qualification occurs
- CRM usage is improving
- Management reviews occur
- Some consistency appears
Common Symptoms:
- Partial adoption
- Inconsistent enforcement
- System bypassing under pressure
Primary Risk:
Structure exists but is not trusted.
Level 3 — Controlled
Characteristics:
- Stage discipline enforced
- Qualification is consistent
- Data is mostly reliable
- Coaching is structured
- Forecasts stabilize
Common Symptoms:
- Fewer surprises
- Clear improvement patterns
- Reduced pressure
Primary Risk:
Overconfidence without scalability planning.
Level 4 — Scalable
Characteristics:
- System adapts to growth
- Execution models are intentional
- Coaching compounds skill
- Capacity is managed proactively
- SalesOps integrates with Ops and Finance
Common Symptoms:
- Predictable growth
- Confident planning
- Minimal hero dependency
Primary Risk:
Complacency.
Assessment Dimensions
SalesOps maturity is evaluated across six dimensions:
- Lead Management
- Qualification Discipline
- Discovery & Value Clarity
- Pipeline & Forecast Integrity
- Management & Coaching
- Data & Measurement
Each dimension can sit at a different maturity level.
Overall maturity equals the lowest consistent level, not the highest outlier.
Using Assessment Results
SalesOps uses assessment outcomes to:
- prioritize implementation phases
- avoid premature optimization
- align leadership expectations
- create realistic timelines
Improvement always starts at the lowest maturity constraint.
What This Appendix Enables
With maturity assessment:
- transformation becomes intentional
- leadership aligns on reality
- effort is focused correctly
- progress is measurable
Without it:
- teams optimize the wrong things
- frustration increases
- systems stall