The Mini-MIA™

1. Narrative Consistency

How confident are you that every member of your leadership team describes your company’s value proposition identically in high-stakes meetings?

• 5 ptsExtremely Confident: We are perfectly aligned.
• 3 ptsConfident: We are mostly on the same page.
• 1 ptNeutral: There are some inconsistencies.
• 0 ptsNot Confident: Everyone has their own version of the story.

2. The “Cost of Confusion”

Have you lost significant opportunities or experienced delayed sales cycles because your company's messaging wasn't clear or compelling enough for the decision-maker?

• 5 ptsNever: Our message is a competitive advantage.
• 3 ptsRarely: It happens occasionally, but it’s not a major issue.
• 1 ptSometimes: We definitely see friction in our sales process.
• 0 ptsFrequently: This is a major barrier to our growth.

3. Lead Quality & Targeting

How would you describe the majority of the leads your sales team is currently working?

• 5 ptsHighly Qualified: They perfectly match our Ideal Customer Profile (ICP).
• 3 ptsSomewhat Qualified: They have the need, but may not be the right fit.
• 1 ptPoorly Qualified: We spend too much time on the wrong prospects.
• 0 ptsInconsistent: The quality varies wildly from week to week.

4. The “Why We Lose” Audit

When you lose a deal to a competitor, what is the most frequent reason cited?

• 5 ptsRelationship: They had a stronger connection, but our value was clear.
• 3 ptsPrice: We are perceived as too expensive for the value offered.
• 1 ptFeatures: The competitor’s solution was perceived as superior.
• 0 ptsConfusion: The prospect didn’t fully understand our unique value.

5. Strategic Clarity

How clearly do your non-sales employees understand how their daily work contributes to the company’s overall “Big Picture” goals?

• 5 ptsCrystal Clear: They see the direct connection every day.
• 3 ptsSomewhat Clear: They have a general idea, but it’s sometimes fuzzy.
• 1 ptVague: They do their jobs, but aren’t sure how it fits the mission.
• 0 ptsNo Connection: They feel disconnected from the company’s goals.

6. Internal Program Buy-In

When you launch a new initiative (e.g., new software or a culture shift), how is it typically received by the staff?

• 5 ptsWith Enthusiasm: They understand the “Why” and support it.
• 3 ptsWith Compliance: They do it because they have to.
• 1 ptWith Confusion: They often don’t understand the purpose.
• 0 ptsWith Resistance: It feels like “more work” without a benefit.

7. Referral Likelihood (NPS)

Net Promoter Score (NPS) is a key metric used to measure customer loyalty and the likelihood of referrals by asking one simple question: "On a scale of 0 to 10, how likely are you to recommend us to a friend or colleague?

How likely are your current customers to recommend your company to a colleague or business partner?

• 5 ptsExtremely Likely: They are active brand ambassadors.
• 3 ptsLikely: They would recommend us if asked.
• 1 ptNeutral: They might recommend us, but have some reservations.
• 0 ptsUnlikely: They would not feel comfortable recommending us right now.

8. Competitive Differentiation

If a competitor offered your customers a similar service for 15% less, how would they respond?

• 5 ptsStay with Us: Our unique value and relationship are worth the premium.
• 3 ptsConsider the Switch: They would ask us to match the price.
• 1 ptLikely Switch: Price is a major factor for them.
• 0 ptsImmediate Switch: They are primarily looking for the lowest cost.