Free template · GTM strategy & ICP
GTM Readiness Scorecard
20 questions in 10 minutes: see how ready your sales infrastructure is to scale and what to fix first.
What's inside
- 20 yes/partly/no statements across 5 areas
- Automatic score per area and overall readiness rating
- A recommended next step for every weak area
- Color-coded results
Who it's for
Founders deciding whether to hire, outsource or fix the foundation first.
Why it matters
Founders often decide to hire a first salesperson or increase outbound volume before the basics are in place. If the ICP is not written down, the CRM has no clear stages, or sending domains are not authenticated, new headcount or volume tends to expose those gaps rather than fix them. The cost shows up months later as a slow ramp.
This scorecard gives you a quick, honest view across five areas: ICP and targeting, messaging, data and lists, CRM and process, and outbound and deliverability. Seeing the scores side by side makes it easier to decide what to fix first, and to explain that decision to a cofounder, an investor or a first hire.
How to use it
- 1Open the Scorecard tab and answer all 20 statements with No, Partly or Yes using the dropdowns, ideally with your cofounder or first sales hire.
- 2Choose Partly when something exists but is not written down or not used consistently. Honest answers make the results useful.
- 3Go to the Results tab to see your score and status for each of the five areas, plus your overall readiness rating.
- 4Start with the area marked Fix first or with the lowest score, and act on the next step shown in that row.
- 5Retake the scorecard each quarter or before a major decision, such as a new hire, to see which areas have improved.
Read alongside it
- How to build go-to-market infrastructure in 14 days
- When to stop founder-led sales
- GTM strategy framework: a step-by-step guide for B2B startups
GTM Readiness Scorecard: FAQ
- How do I know if my startup is ready to scale sales?
- Check whether the foundation is in place: a written ICP with a scored account list, messaging that has earned positive replies, verified contact data, a CRM with clear stages and owners, and authenticated sending domains. If several of these are missing, adding people or volume usually magnifies the gaps.
- Should I hire a salesperson before fixing my GTM foundation?
- It is usually better to fix the basics first. A new hire without a defined ICP, tested messaging or a working CRM spends their first months building those things instead of selling. If your readiness score is low in several areas, address the weakest ones before you add headcount.
- What does a GTM readiness assessment measure?
- It measures whether the core parts of your sales system exist and are used. This scorecard covers five areas: ICP and targeting, messaging and positioning, data and lists, CRM and sales process, and outbound and deliverability. Each area gets a percentage, and the overall score maps to a readiness rating.
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