1. Which CRM runs your revenue today?One CRM, and everyone works in it One CRM, plus a legacy instance nobody has shut off Two live CRMs (mid-migration or post-acquisition) Spreadsheets are still the real system of record
2. How do duplicate contacts and accounts get handled?Automated matching rules run continuously The CRM suggests merges and someone works the queue A cleanup project before a big report Nothing formal
3. What has to be filled in before a deal can be marked closed won?Validation rules block the save until the record is complete Fields are marked required, but reps route around it It is a convention, not a rule Nothing is enforced
4. How does a new lead get an owner?Automated routing on territory and segment rules A round robin somebody maintains by hand A manager assigns them in batches Whoever claims it first
5. Do your pipeline stages have exit criteria the team actually agrees on?Documented exit criteria, and reps are held to them Documented, but interpretation varies by rep Stage names exist, definitions do not Every rep uses them differently
6. Roughly what share of your open deals have a close date already in the past?Under 5 percent Somewhere between 5 and 20 percent Somewhere between 20 and 40 percent Over 40 percent, or I would rather not look
7. How does CRM data reach your other systems?A warehouse in the middle, everything syncs through it Native integrations, point to point Connector tools plus a few manual exports CSV exports and email attachments
8. When the board asks for the number, how does it get produced?Straight off a dashboard nobody has to touch A dashboard, then someone checks it against the CRM Someone exports and rebuilds it in a spreadsheet Several people produce different numbers and we reconcile
9. When was the CRM data last audited end to end?Within the last six months Within the last two years Longer ago than that Never, or before the current team