THE SCORECARD · THREE DOMAINS · FREE
Ten questions, one at a time — your diagnosis forms live as you answer. Then, optionally, a short second act puts a conservative dollar range on what’s in play. How the result is read is spelled out below, ungated.
˟ based on sales-activity research
THE DOMAINS · WHAT EACH MEASURES
Whether interest survives contact: replies routed to their owner, sending domains that protect your primary, campaigns attributed to the deals they produce.
Weak looks like: Replies waiting on forwards, sends riding the main domain, and nobody able to say which campaign closed the last deal.
Whether the record layer can be trusted: reports that go out as-is, records that agree with themselves, capture that doesn’t depend on typing.
Weak looks like: Caveats on every report, duplicate or decayed records, and hand-typing as a real part of someone’s job.
Whether AI could stand on your data today: tools in real use, and a record layer you’d trust an answer from.
Weak looks like: Licences renewing unused — or answers nobody would act on, because the data underneath is the doubt.
THE READING · HOW ROUTING WORKS
Each answer scores 0–2. A domain under half its points is weak; 50–79% is mixed; 80% and up is strong. “We don’t run cold outbound” isn’t scored at all — it just narrows the Outbound scale.
CRM + Data Foundation first. Grounding AI on data you don’t trust won’t help until the data layer is sound.
CRM + Data Foundation first, then the Lead-Gen Stack. Attribution can’t work without a trustworthy record layer underneath it.
Lead-Gen Stack. The wiring is the gap; the record layer can carry it.
AI Grounding. The foundation holds — connect the tools you license to it.
CRM + Data Foundation, regardless of scores. A net-new implementation or a consolidation-with-history is the first move — the questions alone can’t size it.
Data layer before grounding. The readiest teams arrive at AI with a record layer it can stand on — unless yours is already sound, that’s the first build.
Honestly: earlier than these builds pay off. The wiring multiplies a team. Until there’s a team — one CRM, every deal logged from day one, founder-led conversations over automation. The standalone audit exists if you want the diagnosis on paper.
Answer the optional deal-economics questions and the result adds what’s in play on your own numbers. Every link in that chain is either your input or a cited figure — inside the tool each cited figure carries a single ˟ mark, and this is where those marks resolve. Your inputs: deals per month and typical deal value (banded — the band midpoint carries the arithmetic, the band’s low end the conservative edge), the shape of your reps’ non-selling week, and your own estimate of what recovered time converts to — never our assumption. The cited figures: reps spend roughly 60% of the week on non-selling work (Salesforce, State of Sales, 7th Ed., 2026); how that time divides — CRM upkeep, account research, inbox and follow-up, internal meetings — is consistent across published sales activity studies, including Forrester’s sales activity study of 3,031 reps, and the week-shapes the tool offers are built on those shares, each summing to 100% of non-selling time; published automation research marks roughly 30–50% of that work automatable (McKinsey puts it at more than 30% of sales activities, 2020); and B2B contact data decays at roughly 22.5% a year (HubSpot, database-decay research). Meeting time is visible in every week-shape and is never counted as recoverable — no build fixes internal meetings, and we say so.
The low end of every range is additionally cut by a conservative 0.6 haircut, and both edges are rounded hard — wide reads honest, precise reads fabricated. The range is always what’s in play: never a loss claim, never a savings projection, never a number attributed to a build’s outcome. Skip the economics questions — or tell us time isn’t your constraint — and no dollar figure renders at all; the result falls back to capacity framing. Fewer than two quota carriers: no range, just the honest guidance above.
OPTIONAL · THE ONE-PAGER
What good looks like in each domain, the warmup schedule, and the wiring diagram — as a one-pager. Leave an email. No sequence, and no gate on anything above.