Understanding what your overall assessment score means and how to interpret the results.
Each question offers five behaviorally anchored choices reflecting how the organization actually operates, scored from 1 to 5. Within each of the six forces, your responses are averaged and converted to a percentage. The six force scores are then combined to produce your overall assessment score.
The scoring model gives equal weight to each force, reflecting our view that all six areas are necessary for sustained revenue performance. A high score in one force cannot fully compensate for a critical weakness in another.
Real capability is in place. The organization is well-positioned, though specific areas may still create variability in how reliably strong performance can be sustained.
Activity is happening, but the underlying structure needed to convert that activity reliably is not fully in place.
Performance is primarily driven by individual effort and circumstance rather than a repeatable, manageable structure.
The most valuable part of your results is the force-level breakdown, not just the overall score. Look for forces where the gap between your score and the upper-quartile target is largest — these represent your highest-leverage improvement opportunities. The priority focus areas section provides specific starting points for each.
For a deeper analysis of your results and a structured improvement roadmap, visit Revenue Factors.