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Lead Nurturing & Sales Audit

Answer 20 quick questions about how your team finds shippers, follows up, manages the CRM and grows accounts. You get a 0–100 score, a breakdown across five areas, and a prioritised list of fixes.

0 of 20 answered0%

1/5

Speed-to-Lead & Prospecting

1. When a shipper requests a quote by email, form or phone, how quickly does someone reply?

Under 5 minutes Within the hour Same business day Next day or later / not sure

2. Where do your new shipper conversations come from?

Several tracked channels: outbound calls, email, LinkedIn, referrals and inbound Mostly outbound cold calling Mostly referrals and word of mouth No consistent source

3. Have you defined your Ideal Customer Profile (industries, freight types, lanes, shipping volume, decision-maker titles)?

Yes — documented and used to build lists Informally, reps know it Only vaguely No

4. Is every new lead logged in a CRM with source, lanes, mode and decision-maker?

Always Most of the time Sometimes, or in spreadsheets No

2/5

Follow-up & Nurturing

5. How many touches does a rep make before giving up on a prospect?

8 or more, across phone, email and LinkedIn 4 to 7 2 to 3 1 or none

6. When a shipper doesn't award you a quoted load, what happens next?

Lost reason is logged and a follow-up / re-quote is scheduled The rep usually follows up Sometimes followed up Nothing

7. Do you keep in touch with shippers who are not ready to move freight yet?

Yes — regular, personalised updates (market, capacity, rates) An occasional newsletter Ad hoc, when reps remember No

8. Are follow-up tasks created and tracked automatically?

Yes, with CRM sequences and reminders Manual tasks in the CRM Reps rely on notes or memory No follow-up system

3/5

CRM & Data Hygiene

9. How up to date is your contact data (names, titles, emails, phone numbers)?

Cleaned and enriched monthly Reviewed every quarter Rarely updated Never / no CRM

10. Roughly what share of your outbound emails bounce?

Under 2% 2–5% Over 5% We don't know

11. Can a rep see a shipper's full history — quotes, loads, issues, conversations — in one place?

Yes, in one view Partly, split between TMS and CRM Scattered across inboxes and spreadsheets No

12. Is your TMS connected to your CRM?

Yes, integrated Synced manually on a schedule Kept separate We don't use a CRM

4/5

Account Growth & Retention

13. Do you hold regular business reviews with your top shippers?

Yes, quarterly with all key accounts With some accounts Rarely Never

14. Do you track which of a customer's lanes and modes you are not hauling yet?

Yes, systematically Informally Rarely No

15. How do you spot an account that is slipping (falling load volume)?

Automatic alerts Monthly report review We notice after a while Usually when it's already gone

16. After a service failure (late load, claim), is there a recovery process?

Documented playbook with follow-up The account manager handles it Case by case No

5/5

Sales Reporting & Management

17. Which sales numbers do you track every week?

Activity, quotes, win rate, response time and margin per rep Some of these, monthly Revenue only None regularly

18. Do you know your quote-to-win rate by customer and lane?

Yes Overall only Roughly No

19. How much of your reps' day goes to admin (data entry, list building, load updates) instead of selling?

Under 20% 20–40% 40–60% Over 60% / don't know

20. Do you have a written sales playbook (ICP, scripts, objection handling, onboarding)?

Yes, and new reps use it Partly written It's in people's heads No

Where should we send your report?

Your score and action plan appear on screen right away, and we email you a copy.

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Freight broker 3PL Motor carrier Other

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0out of 100

Score by area

Your priority action plan

Ranked by impact, starting with the areas where you scored lowest.

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