Free Channel Sales Tool · Diagnose
Partner Sales Readiness
Assessment.
A 10-question assessment any partner can take — instant gap report on your desk.
Your Partner Sales Readiness Assessment results
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Get unlimited — book a demo →A sales readiness assessment tells you something your PRM dashboard never will: whether a partner can actually run a deal, not just whether they finished the onboarding videos. Certification tracking measures attendance. It says nothing about product knowledge, pitch competence, objection handling, or whether a rep follows up at all. Answer ten quick questions about how a partner currently sells — or have them answer directly — and get an instant, ranked gap report showing exactly which resellers are ready to take leads today and which need enablement before you hand them a single one.
The Scoring Model
The Scoring Model, Published
Most readiness assessments hide their scoring model behind a lead form — you hand over your email and get back a number you can't interrogate. Ours is published in full: five dimensions, five weights, and what good looks like in each. Score your partners against it by hand if you want — the tool just does it faster.
01Product knowledge20%
Can the partner’s reps explain what the product does, who it’s for, and where it wins — without reading a datasheet? Good looks like a rep who can answer "what makes this different" in one breath and knows which two features actually close deals in their segment.
02Pitch consistency with vendor positioning25%
The heaviest-weighted dimension, because it’s where channel revenue quietly dies. Good looks like a partner pitch that a prospect couldn’t distinguish from your own team’s — same problem framing, same proof points, same pricing story. A partner improvising their own positioning isn’t selling your product; they’re selling a rumor about it.
03Objection handling20%
When the prospect says "too expensive" or "we already use a competitor," does the rep have a practiced answer or a pause? Good looks like the top five objections handled cold, in the partner’s own words, without escalating to you — because the deals you never hear about are the ones lost right here.
04Co-sell process fluency20%
Deal registration, pricing rules, and escalation — the plumbing. Good looks like a rep who registers deals before the first meeting, quotes discount thresholds without asking, and knows exactly who to call when a deal gets weird. Process fumbles read as amateurism to the prospect, and it’s your brand wearing it.
05Certification currency15%
Not whether reps were certified once, but whether certifications are current after your last two releases. Good looks like every quota-carrying rep certified on the shipping version — a cert from three versions ago measures history, not readiness.
Worked Example
A Sample Gap Report
Here is what the assessment hands back for a fictional reseller — a score you can act on, not a grade you file. Every dimension gets a number and a one-line diagnosis, and the report ends with a single prescription: the cheapest points on the board, fixed first.
- Product knowledge — 14/20. Solid on features, shaky on the competitive win story.
- Pitch consistency — 13/25. Reps lead with price, not the problem — positioning drift is the headline gap.
- Objection handling — 11/20. Two of the top-five objections trigger an "I’ll get back to you."
- Co-sell fluency — 15/20. Registers deals on time; misquotes the bundle discount under pressure.
- Certification currency — 8/15. Three of five reps certified on the previous release, not the current one.
Prescription: ship the objection-handling drill before the Q4 launch — it’s the cheapest 9 points on the board.
The Checklist
The Partner Readiness Checklist
Before a partner takes a single lead, they should clear all ten. Not most — all. A partner missing three or more isn't a sales problem waiting to happen; it's one already happening in deals you can't see.
- Signed onto the sales playbook — read it, acknowledged it, and knows where it lives.
- Completed product certification on the current release, not a version two updates back.
- Passed a recorded pitch review scored against your positioning, not a self-graded quiz.
- Knows the top-5 objections cold and can answer each one without escalating to you.
- Can quote pricing rules unaided — tiers, discount thresholds, and what needs approval.
- Has co-branded collateral in hand and knows which asset goes to which buyer.
- First deal registered — the single strongest signal that onboarding actually took.
- Introduced to their channel manager with a working escalation relationship, not just a name.
- QBR scheduled — a partner without a review on the calendar is a partner drifting.
- Escalation path known: who to call when a deal stalls, pricing breaks, or a competitor swoops.
Frequently Asked Questions
What Channel Teams Ask
What does the sales readiness assessment measure?
Product knowledge, pitch competence, objection handling, follow-up discipline, and process adherence — the capability signals PRM platforms don't track.
How is this different from training completion tracking?
Completion tells you a partner watched the content. Readiness tells you whether they can actually sell. This assessment measures capability, not attendance.
Can I send it to all my partners at once?
Yes — share one link with your entire channel and get a ranked readiness report showing exactly which partners need enablement before you route leads to them.
What is a sales readiness assessment?
A sales readiness assessment is a structured evaluation of whether a seller — or an entire partner organization — can actually run a deal, not just whether they finished the training. It scores capability across product knowledge, pitch quality, objection handling, and process fluency, then turns the gaps into a prioritized enablement plan.
How do you evaluate a channel partner’s sales readiness?
Score them across five weighted dimensions: product knowledge, pitch consistency with your positioning, objection handling, co-sell process fluency, and certification currency. Evidence beats self-reporting — a recorded pitch review and a live objection drill tell you more in twenty minutes than a quarter of completion dashboards.
What should a partner readiness checklist include?
Ten items: signed onto the playbook, product certification complete, a recorded pitch review passed, the top-five objections known cold, pricing rules quotable unaided, co-branded collateral in hand, first deal registered, channel manager introduced, QBR on the calendar, and escalation path known. A partner missing three or more isn’t ready for leads.
How often should you reassess partner readiness?
Quarterly — readiness decays every time you ship a product update, change pricing, or the partner turns over a rep. Reassess ahead of each QBR so the meeting works from current scores, and always rerun the assessment before a major launch or before routing a partner a bigger share of leads.