AI Readiness Scorecard

1. What is your role?

CMO/CRO

RevOps

PE Ops

Founder/CEO

Other

2. What primary CRM do you run?

Salesforce

HubSpot

Both

Other

3. How would you describe your CRM record quality?

Reliable with regular maintenance

~60–70% clean

About half clean

No idea / Very messy

4. Are your lifecycle stages and fields standardized across teams?

Fully documented and enforced

Mostly aligned, minor discrepancies

Different depending on the team

Not defined

5. When was your last formal data cleanup?

< 6 months ago

< 1 year ago

> 1 year ago

Never or unknown

6. What % of your pipeline can you attribute to a specific campaign or source?

80%+

About half

Less than 25%

We can't track it

7. How is lead routing handled?

Automated and instantaneous

Semi-automated (some manual checks)

Manual assignment by a manager

Inconsistent or disorganized

8. Are MQL/SQL definitions aligned across marketing and sales?

Documented and systematically enforced

Informal agreement, generally followed

Discussed only when conflicts arise

No definition, leads are thrown over the wall

9. What's your typical first response time to a new inbound lead?

Under 30 minutes

1–4 hours

Next day

Not formally tracked

10. How well are your tools connected and syncing data?

Fully integrated real-time data flow

Mostly connected with minor manual imports

Partial integration, lots of spreadsheet syncing

Siloed systems completely

11. How do you research and qualify inbound leads?

Automated enrichment tool handles it pre-routing

Mix of automated tools and manual review

Reps research manually on LinkedIn/Google

We don't consistently research leads

12. Are you actively using native AI features in your CRM?

Active and producing measurable value

Partially configured, testing the waters

We have access but it's not activated

No idea / Do not have access

13. How well-defined is your ICP for an AI agent to evaluate leads against?

Fully documented with exact boolean parameters

Partially documented guidelines

Informal understanding amongst top reps

No formal ICP established yet

14. How is email and meeting activity captured in your CRM?

Mostly automated via integrations (e.g. Gong, Inbox Sync)

Some automation, some manual logging

Mostly manual logging by sales team

Almost none of it is captured

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Company

How ready is your revenue operation for AI?

Your AI Readiness Score:
0/100

Operational Band

Critical Vulnerability

Pillar Breakdown // Max 25pts

How ready is your revenue operation for AI?

Your AI Readiness Score: 0/100

Operational Band

Critical Vulnerability

Pillar Breakdown // Max 25pts

Your AI Readiness Score:
0/100