Sales Performance Capability Assessment

Learn what you know and don't know, then prioritise only what you need.

Take this free sales performance capability assessment to establish learning needs and focus coaching or training on the right things.

Has your sales development plateaued?
Are you relying on strengths developed years ago?
Could unknown unknowns be undermining sales performance, earnings, or competitive effectiveness?

Top sales performers agree - you have to keep learning to keep earning.

Career momentum stalls for many experienced salespeople because they stop getting better.

You can complete the assessment from any perspective. Answer for yourself or someone else. Assess individuals, teams, business units, or an entire company. Use the results to identify strengths, weaknesses, risks, and development priorities.

Sales Performance Capability Assessment Instructions:

Score each of the 'how to' or 'fact' statements below between 1 and 10 according to how true it is in practice.

If you could confidently teach others how to achieve the outcome, score 7 to 10
If you can think of one or more ways to achieve the outcome, score 4 to 6
If you are unsure how to get the thing done or achieve the result, score 1 to 3

Make your score reflect reality.

Your total score and a chart showing your strengths and weaknesses will appear at the bottom of this page as you enter scores.

1. I know how to use thoughts and thinking to affect sales results.
2. I can persuade by giving factual answers to the most common customer questions.
3. I have established my credibility as an expert in the markets I address.
4. I know how to gain access to senior people in customer and prospect organisations.
5. I know how to influence customer decisions.
6. I know how to influence the decisions of the organisation I work for.
7. I know how to find prospective customers with an immediate need for what I am selling.
8. I know how to make sales messages compelling.
9. I know how to get through and get a hearing when a prospect won’t take my call.
10. I know how to make a great first impression, every time.
11. I know how to make cold calling a productive and enjoyable task.
12. I know how to get an introduction when I don't know anyone who can introduce me.
13. I know how to use charm and can be charming whenever I choose to be so.
14. I know how to build rapport quickly, with anyone.
15. I know how to have anyone think of me as a trusted advisor.
16. I know how to recognise the apparent sales opportunities that won't happen or can't be won.
17. I know how to have customers think of my organisation as a strategic partner.
18. I know how to have prospective customers talk about their problems.
19. I know how to have prospects develop a value proposition that favours my solution.
20. I know how to determine if a prospective customer will pay our price.
21. I know how to identify and speak with all those who are influencing a buying decision.
22. I know how to turn the customer buying process into a collaboration.
23. I know how to manage a high workload without feeling stressed.
24. I know how to use a sales process to shorten sales cycles.
25. I know how to use a sales process to improve sales forecast accuracy.
26. I know how to use a sales process to increase sales opportunity win rates.
27. I know how to have people share sensitive or confidential information.
28. I know how to persuade people to change their minds about almost anything.
29. I know how to uncover hidden sales objections.
30. I know how to have buyers handle their own sales objections.
31. I know signs that indicate when a buying process has become a negotiation.
32. I know how to have a combative negotiator collaborate to reach an agreement.
33. I know how to maximise our profit and customer satisfaction through negotiation.
34. I know how to differentiate what I sell through a presentation or proposal.
35. I know how to have a customer press themselves for a buying decision.
36. I know how to manage my sales career.
Total Assessment Score

Sales Performance Capability Assessment Score Guide

If you scored over 300, could you have been overly optimistic in your assessments? Whatever your score, the chart reflects strengths and weaknesses. Working on strengths can be very rewarding. Weaknesses can sometimes be ignored if they are not causing lost business or leading others to perceive incompetence.

Don't leave it here. Decide your next steps. Action is the key.

Here are some suggestions:

Spark development discussion through assessment comparisons.
Decide what you want to improve and make a plan. How to Get Better at Anything
Take our Build a Professional Sales Career course to strengthen strengths and address weaknesses. Take the whole course or any part of it through one-on-one sessions or join a scheduled event.
Get our Sales Professionals Toolkit. It includes a more specific assessment and presents over 100 hyperlinked workplace actions that strengthen strengths and address weaknesses.
Set up a regular coaching arrangement. Sell 13% More with a Coach
Buy a copy of the Sales Professionals Toolkit for everyone on your team. Ask about volume licences.
Have us deliver a one-hour virtual training session to address any gaps. Learn more .
Set up a monthly team discussion on ways to get better, faster than competitors.
Review our sales skills and techniques articles.
See our sales and sales management training courses here.
Schedule a call with Clive Miller, the assessment author, for an informal review.

No data entered on this page is recorded, so if you want to keep your scores, save the chart to your device. For PC's, right-click on the chart and select save-as. For mobiles, take a screenshot.

If you have found this sales quiz useful, comment below to encourage others.

SalesSense Training Benefits

Flexible single or multi-session 'learning by doing' structured training.
Workplace assignments develop new habits and practices.
Tools, templates, frameworks, and examples save time and aid learning.
Common language improves communication and teamwork.
Promotes adoption of best practices, habits and methods.
Increases sales productivity, consistency, and results.
Improves job satisfaction and motivation.
Reduces staff turnover.

Adhoc Virtual Classroom Delivery Options

One-to-one on a per-session basis.
- £150 + applicable VAT. Learn more.
Group Training on a per-session basis.
- £450 plus applicable VAT. Learn more.
Assess sales performance capability to prioritise learning.
Select appropriate content from twenty sales and management courses.

Have training and coaching sessions led by Clive Miller, the author of our courses. Fees include session recordings, presentations, tools, templates, and other resources.

Traditional Classroom Sales Training

Delivery is scheduled over one or more days at a conference venue or the customer's offices. Learn more.

If you need to renew or maintain sales team motivation and development, use our sales performance capability assessment to identify development opportunities, establish training needs, and renew learning momentum. Call +44 (0)1392 851500, send an email to jimm@salessense.co.uk or use the contact form here.