A scorecard for the process, not the people. Each stage panel lists its checklist steps with a coloured completion bar, a done/offered count, and a note count. Above them, two summary cards call out the three most-performed and three most-skipped steps across every stage. Steps that complete themselves on stage entry are labelled 'auto' instead of being scored.
Also called: checklist completion rates · are my guys following the process · sales process compliance · most skipped step
- 1Each stage move snapshots which checklist steps were completed and any notes written under them.
- 2The rate for a step is done ÷ the moves where that step was actually on the checklist.
- 3Entry-marker steps are excluded from the ranked lists because they are always done by definition.
- 4Stages with fewer than two moves out, and steps with fewer than two offered moves, are kept out of the most/least ranking.
- 5The most recent 40 step notes are listed underneath with the step, stage, customer and date.
The section is commented as 'SOP performance: which checklist steps actually get done before a deal moves on, per stage — and every note a rep wrote under a step (preserved by the mig-177 transition snapshots).' The point is diagnostic: if the step everyone skips is the one that most predicts a win, that is a coaching conversation with evidence attached.
- A written sales process had no feedback loop at all.
- Notes reps wrote under a step were lost the moment the deal moved stage.
- Skipped steps were invisible until the deal was already lost.
See it on your own jobs
Twenty minutes, your numbers, no slide deck. We’ll build one of your real buildings in front of you and send you the estimate link at the end — yours to keep either way.
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