Ten questions that expose exactly where your sales team's prospecting process is leaking revenue — and what to fix first.
In the last 24 months, nearly 1 in 5 freight brokerages closed. Over 5,600 disappeared. The ones that survived shared a pattern: operational efficiency and sales teams that spent their hours selling, not researching. For each question, pick the answer that's closest to your team's reality right now — not where you want to be, not where you were last year. Each answer carries a point value. Add them up at the end. Every weakness this scorecard exposes maps to a specific, fixable gap in your prospecting process.
Add up your score. Be brutally honest. The gap between where you scored and 30 is the revenue you're leaving on the table every single day your team prospects without this infrastructure.
Your reps are making calls with almost no context, no competitive angle, and no system for prioritization. They're working hard, but they're starting every conversation from zero. The good news: even small improvements here produce outsized results because the baseline is so low. Start with trigger events and contact hierarchy — those two things alone will change your conversion rate.
Your team has some process in place, but it's inconsistent. Your best reps do research; your average reps skip it. You have CRM data but don't trust it. You know accounts are at risk but catch it too late. The fix isn't more effort — it's eliminating the manual steps that your reps skip when they're under pressure. Automation isn't a luxury at this stage. It's the difference between scaling and stalling.
Your prospecting process is a competitive advantage. Your reps walk into calls prepared, your pipeline is visible, and you detect risk early. The question now is speed and scale — can you maintain this level of preparation as you add reps and accounts? If any of it still depends on individual rep discipline rather than automated infrastructure, you have a fragility risk hiding behind good results.
Every weakness this scorecard exposed is something FreightScout eliminates. Pre-loaded morning briefs, ranked contacts, trigger events, account defense signals — zero data entry required.
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