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SIRTIKA™ · SALES OPERATING MODEL ASSESSMENT

How strong is your Sales Operating Model?

Use this 10-question self-assessment to identify whether your revenue engine is still dependent on individuals or is becoming a documented, governed and scalable system.

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Indicative self-assessment only; not a formal SIRTIKA diagnostic, certification or employment decision.

TARGET

1. We have a clearly defined ICP, priority segments and account-selection criteria the team actually uses.

TARGET

2. Sales effort is concentrated on agreed priorities rather than individual seller preference.

ENGAGE

3. Our team consistently leads customer conversations with business value, not product features.

ENGAGE

4. We have defined standards and assets for discovery, CXO conversations and value articulation.

CLOSE

5. Opportunity stages have explicit entry/exit criteria, qualification rules and next-step discipline.

CLOSE

6. Commercial proposals and business cases are linked to customer outcomes and decision criteria.

GOVERN

7. Pipeline reviews and forecasts use defined rules, evidence and ownership rather than judgement alone.

GOVERN

8. Leadership can identify where deals are stuck and which operating behaviour needs correction.

SCALE

9. New sales hires can learn the way we sell without depending entirely on a few experienced people.

SCALE

10. We measure adoption of the sales model and improve it based on live deal evidence.

ASSESSMENT DIMENSIONS

What the score is testing.

TARGET
ENGAGE
CLOSE
GOVERN
SCALE
FAQ

Questions about the assessment.

What is this assessment measuring?

It measures the operating strength of your sales engine across targeting, buyer engagement, deal progression, governance and scale.

Is this a formal SIRTIKA Diagnosys?

No. This is an indicative self-assessment. A formal Diagnosys uses broader evidence, multiple respondents and company-specific analysis.

How is a Sales Operating Model different from CRM?

CRM records activity and opportunity data. A Sales Operating Model defines how the company should target, engage, close, govern and scale.

What should I do with a low score?

Do not immediately add more technology or generic training. First identify the structural gaps and sequence the operating changes.