Revenue problems often become visible through stalled opportunities, unreliable forecasts, inconsistent follow-up, or disconnected teams. But the issue you see may only be a symptom of a deeper problem in the way your sales and marketing systems work together.

Download Acadia Lead Management Services’ Revenue System Friction Check to complete a quick self-review of your current revenue process. The checklist helps identify warning signs that may warrant a closer look, including unclear handoffs, inconsistent qualification standards, disconnected customer data, CRM issues, and manual reporting.

Turn 10 Questions Into a Clearer Starting Point

Once you complete the checklist, you can compare your responses with three general indicators: Monitor, Review, or Investigate. Checking three to five items may indicate friction affecting handoffs, data quality, or leadership visibility, while six or more may suggest that multiple symptoms share an underlying workflow or ownership constraint.

You’ll also identify where friction is most visible today, whether that is workflow, handoffs, CRM/data, reporting, ownership, or an area that has not yet been clearly defined.

What Does the Revenue System Friction Check Cover?

The checklist gives your team 10 common signs of revenue-system friction to evaluate. It can help uncover issues related to:

• Sales and marketing handoffs
• Opportunity ownership and next steps
• Lead and opportunity qualification
• CRM stages and data quality
• Customer information stored outside core systems
• Pipeline and forecast reporting
• Manual processes and workarounds
• Follow-up expectations across teams and territories
• Revenue-process resilience as your organization changes

The goal is not to diagnose your entire revenue system. It is to help determine where a closer look may be warranted.