[Home](https://stoneforgegroup.com/) · The sales scorecard The Scorecard # See where you broadly sit, before anyone talks to anyone. Seven quick questions on your own selling, a gut answer to each – about two minutes. No email, no sign-up, and nothing you place is saved or sent. Useful whether or not we ever speak. Prefer a 1-minute intro first? Watch it 1 min ## The owner-led sales scorecard For each, read the statements, then place the marker from **least** to **most** true, as the business runs today – your first gut reaction is almost always the truest. There's no grade at the end; at the bottom you'll see where you broadly sit and where it's thinnest. How far your growth can run without you in the room. Leaning on you – and on warm introductions – is the easiest path to repeat, because an introduction arrives already warm; the question is only whether the business can also create opportunities on its own. - New business can be won without me in the conversation. - Someone other than me can carry a key sales conversation on their own. - If I stepped away for a stretch, the pipeline would keep moving. - Growth doesn't slow the moment I step back from selling. tap or drag to place least true most true A growth target the team can act on: a specific number, built from named clients and named work, that everyone who sells can repeat back. Some owners light up at setting that number; others carry a rough idea; others trust that good work will simply bring the growth – and "more" is not something anyone can aim at. - We have a specific growth number for the year, not just a hope of more. - That number is built from named clients, named work or known volumes – not a round figure. - Everyone responsible for selling knows exactly what they're aiming at. - We're clear on which clients and segments we're actually going after. tap or drag to place least true most true A way of winning work you can repeat on purpose – one you control – rather than activity you hope adds up or referrals you hope turn up. - We know how new opportunities are meant to be created here – by whom, and how often. - There's a defined way we move an opportunity from first contact to won. - Our growth doesn't depend on referrals turning up by chance. - Selling here feels like a genuine offer of help rather than pressure, so the team isn't afraid to do it. tap or drag to place least true most true Whether the people responsible for selling have the time, the tools, and clear ownership to keep the selling running – even when delivery work gets busy. - The people responsible for selling have the time and tools to do it. - We're clear on what has to be true for our sales actions to happen. - We don't abandon selling to delivery work every time we get busy. - Ownership for bringing new work in is clear, not assumed. tap or drag to place least true most true Whether the aim and the weekly commitments are genuinely held – revisited the next week, with slippage surfaced rather than quietly absorbed. Most plans don't fail from neglect; they soften because holding someone to a commitment means a slightly uncomfortable conversation, and it's easier to let it slide. - There's a named person answerable for each part of the growth number. - We set commitments each week and actually revisit them the next. - When something slips, it gets surfaced and dealt with, not absorbed. - We can talk plainly about a missed commitment without it going unsaid. tap or drag to place least true most true Steering by the leading activity – the conversations and opportunities that come before the revenue – not only by revenue that's already landed and can no longer be changed. - We track leading activity – conversations started, opportunities created – not only revenue. - We capture why deals were won and lost while it's still fresh. - I can see the real state of the pipeline without having to ask. - We measure the inputs we can control, not just the outcome we can't. tap or drag to place least true most true Growth that survives its own success: the selling keeps running when new work pulls everyone toward delivery, so the result holds year over year rather than spiking and falling back. - We hold a weekly sales rhythm that actually drives action. - The selling runs whether or not I'm in the room. - When we win more work, selling doesn't stop while we deliver it. - Our growth holds year over year rather than spiking and falling back. tap or drag to place least true most true Your business, seen whole On the plateau Owner-held Built Place all seven to see where you broadly sit. Where it's thinnest Rather talk it through? [talk to us](https://stoneforgegroup.com/contact/), or call [(941) 231-1971](tel:+19412311971). This isn't a test you pass or fail – plenty of good businesses sit low on it at first and have simply never needed the structure until now. If it's shown you a gap you'd rather not carry alone, that's the conversation worth having, and it's a two-way one. 01 What the result means ## Three territories, honestly named. **On the plateau.** The business runs on you. The growth is real – but it is yours personally, and the ceiling is your own capacity. In our work this is where good businesses most often sit – and it's the most fragile place, because the value lives in your head and your relationships. **Owner-held.** Some of the structure is built, but it still leans on you at the moments that matter. In our work the gaps tend to cluster rather than sit alone – most often in what you can see and whether anyone is held to it. **Built.** The business attracts and wins work without you in every conversation, and holds the result rather than relapsing. The work now is deciding where your freed attention goes, and protecting the rhythm. ### Wondering about the numbers, not the selling? There's a companion scorecard on how the business runs its finances – cash, margin, the plan, the decisions ahead. Same idea: a gut answer to each, nothing you answer is saved. [The Financial Scorecard →](https://stoneforgegroup.com/financial-scorecard/) ### If the result stung a little, that's worth a conversation. Tell us where it feels stuck and we'll tell you, plainly, whether this is the right fit and what we'd look at first. If it isn't a fit, we'll say so – and where we can, point you somewhere that is. [Talk to Us →](https://stoneforgegroup.com/contact/) Fifty minutes, about your business, with the person who'd hold the seat. What this produces is information, not advice – general by design, built from nothing but your own answers, and no substitute for guidance from someone qualified who knows your situation. Using it creates no client relationship or contract with Stoneforge LLC; results are provided as-is, errors and omissions excepted – see [our full terms](https://stoneforgegroup.com/terms/).