Sales Capability Gap Indicator V3.0
Sustainable sales performance isn’t about doing more—it’s about seeing clearly where the system is holding you back before problems show up in the numbers.
Assess your sales capability gaps
Understand where your sales system is quietly leaking value—and where your best teams are outperforming it. Get your assessment.
Screenshots shown are illustrative. Data and open questions can be analysed by any set of customisable filters e.g. by organisational (sub)unit, function, locations, job groups/seniority, time in role, time with company etc.
Problem to insight
Maintaining sales performance in volatile markets is challenging. Responding with more controls, activity and training may not be the answer. The Sales Gap Indicator is a performance intelligence system that reveals hidden commercial risk and opportunity.
What it shows
What your best teams do differently
Identify the behaviours and capabilities that unlock disproportionate growth.
Where execution diverges from intent
Compare leadership assumptions with frontline reality.
Where value is being lost
Pin down leakage across the sales system before it shows up in the numbers.
“Offered great insights”
19 capabilities across 5 groups
The survey uses a Sales Capability Framework covering the full sales effectiveness lifecycle — from lead generation and pipeline growth to opportunity management, conversations and negotiation, relationships, and sales leadership.
Pipeline and growth
- 01
Lead Generation and Partners
Consistent generation of leads through marketing, events and effective development of partner and channel relationships.
- 02
Pipeline Quality and Management
Maintaining a healthy, well-qualified pipeline with realistic data and active use of conversion metrics.
- 03
Forecasting and Visibility
Reliable, consistent forecasting supported by clear definitions and transparent reporting.
- 04
Growth and Collaboration
Systematic pursuit of growth through cross-selling and strong internal collaboration.
- 05
Territory Insight and Design
Clear territory definition with strong insight into opportunities and future market potential.
Opportunity
- 06
Opportunity Coverage and Prioritisation
Focused allocation of time toward high-value opportunities.
- 07
Risk, Margin and Approvals
Proactive management of commercial risks and margins, with clear approval processes.
- 08
Progressing Complex Deals
Stakeholder mapping, cross-functional collaboration and active deal planning.
- 09
Qualification and Strategy
Disciplined qualification and early win strategies so resources go to the best opportunities.
Conversations
- 10
Value, Negotiation and Difficult Conversations
Value-based negotiations, objections and conflict, while keeping trust and momentum.
- 11
Quality of Sales Conversations
Structured, customer-centric conversations that uncover needs and communicate value.
Relationships
- 12
Client Relationships and Retention
Multi-level relationships with planned actions to grow existing revenue.
- 13
Customer Experience and Retention
Systematic feedback and action to strengthen experience and retention.
- 14
Account Planning and Strategy
Account plans used in the work, based on the customer’s strategy.
- 15
Trust, Rapport and Executive Presence
Credibility across stakeholders, with confident, audience-focused communication.
Sales leadership
- 16
Coaching and Enablement
Targeted coaching, skill building and timely feedback.
- 17
Management Rhythm and Focus
Sales management routines that prioritise high-impact activities.
- 18
Sales Activities and Cadence
A defined rhythm of activity linked to pipeline and revenue.
- 19
Alignment and Psychological Safety
Clear direction and a safe environment for transparency and challenge.
Request a demo
See the Sales Capability Gap Indicator System in action. Request a personalised demo to explore how the platform identifies capability gaps, highlights performance trends, and provides actionable insights. Complete the form and a member of our team will be in touch.
Book a call
Book a call. We’ll learn your needs and find the best fit and programme for you.
Frequently asked questions
What is the Sales Capability Gap Indicator?
A performance intelligence system that reveals hidden commercial risk and opportunity. It shows where the system is holding you back before problems show up in the numbers.
What does the Sales Capability Gap Indicator measure?
Nineteen capabilities across five groups, covering the full sales effectiveness lifecycle: lead generation and pipeline, opportunity management, forecasting, growth and collaboration, territory insight, risk and margin, plus human sales capabilities such as trust, rapport, value articulation, negotiation and conversion.
Who is the Sales Capability Gap Indicator for?
Sales leaders who need to see where execution diverges from intent. It compares leadership assumptions with frontline reality and pins down where value is being lost across the system.
If the stakes are real, start with a conversation.
Tell us where performance is leaking. We will tell you honestly whether we are the right partner.