Is Your Sales Team a System, or a Set of Individuals? Most companies with 5 to 50 reps have no enablement function. The playbook lives in people's heads, coaching happens when someone finds time, and nobody can quite say why last quarter went the way it did. This scorecard measures five dimensions and gives you a number out of 100, your weakest link, and what your ramp time is costing you. Eighteen questions, six minutes, benchmarked against companies your size.