Sales Capability Assessment · from RevPhos
Focus your coaching where it will make the biggest difference.
For any B2B sales team: inside sales, field sales and account executives, and sales managers. A 40-minute simulated day for each role shows what each person does at their best with customers, quotes and pipeline, then shows each person, each manager and each leader exactly where coaching will pay off most.
Free, about 10 minutes, any industry. An instant one-page result, no card needed.
The opportunity
Put your coaching and training where they will matter most.
Every sales leader wants more proactive selling, better margin and stronger accounts. A fair, common measure of what each person can do shows you exactly where to invest.
FOCUSED
Coaching with a clear focus
Focus your coaching and development where it is needed most, on the skill that will lift each person's results.
TAILORED
Training that fits each person
Your strongest people build on what they do best, and newer people get the support that moves them fastest.
CLEAR
A true picture of capability
See what each person does in realistic situations, a fuller view than a self-rating or a short call review can give.
Who it is for
Any B2B sales team. Every sales role.
Each role gets a day written for its job, built on the core selling skills, whatever you sell.
BY PHONE AND EMAIL
Inside sales
The inbox, customer calls, quotes and follow-up: the day of someone who sells by phone and email.
IN THE TERRITORY
Field sales and account executives
Accounts, opportunities and the pipeline: the day of someone who owns customers and wins new business.
LEADING THE TEAM
Sales managers
Leading the team as well as selling: coaching, pipeline and forecast, and building the team.
Every skill we test
21 capabilities. 78 skills. All tested in the work.
We watch your people do the work, not rate themselves.
- 21capabilities18 for every seller, 3 more for managers
- 78skills we look forEach one something a person does, not a box they tick
- 3rolesInside sales, field sales and AEs, sales managers
- 40minutesOne simulated day per person, on any computer
Win new business
4 capabilities · 16 skills
Find the right customers, understand what they need and move real deals forward.
Proactive prospectingYour people start conversations instead of waiting for the phone to ring.- Live customer call
- First message
- Plan the week
What we look for
- Re-opens a lapsed customer with a specific reason, and finds out what it would take to win them back
- Earns a first meeting with a senior person who has never heard of you
- Writes first messages tied to something real in the prospect's business, not generic introductions
DiscoveryFewer quotes fired off blind; more deals built on the customer's real problem.- Live customer call
- Call review
What we look for
- Treats “just send me a price” as a chance to understand the situation
- Asks what the problem costs the customer before recommending anything
- Finds the real reason behind a discount demand before talking numbers
- Spots where a seller skipped the customer's problem (managers)
Qualifying and follow-throughTime goes to deals that will close, and every conversation ends with a next step.- Plan the week
- Live customer call
- Buyer moment
- Pipeline and forecast
What we look for
- Puts time into deals with a known decision-maker, date and fit, not just the biggest
- Names the gap that matters most after a first meeting: how the decision gets made, against what, by when
- Re-qualifies a deal when the champion leaves, before keeping it in the forecast
- Ends every call with a concrete, dated next step
- Moves an anxious, undecided buyer to a decision
- Asks for evidence before believing a seller's commit (managers)
Buying group engagementDeals stop dying when one contact goes quiet or moves on.- Live customer call
- Buyer moment
What we look for
- Asks early who else will weigh in
- Gets time with the approver before terms go in writing
- Gets stakeholders who want different things to agree what success looks like
Grow and keep accounts
3 capabilities · 10 skills
Hold on to the customers you have and sell them more, as one team.
Account growthMore revenue from the customers you already have.- Account review
- Live customer call
What we look for
- Reads an account for growth and risk, and ignores the noise
- Turns a contact who has moved jobs into a new opportunity
- Asks for related business when the moment is right
- Builds a territory with room to grow (managers)
Customer experienceProblems get owned and fixed before they cost you the customer.- Inbox triage
- Price pushback
What we look for
- Tells a customer about a problem before they find it, with options
- Owns a past mistake and says what has changed
- Handles an escalation from an upset key customer and fixes the cause (managers)
Team sellingInside and field reps work as one team, so nothing falls through the cracks.- Team handoff
- Live customer call
- Team design
What we look for
- Agrees with a partner rep who calls, about what, by when
- Brings the right colleague or specialist into the next step
- Sets clear ownership when two sellers quote the same customer (managers)
Commercial skill
4 capabilities · 18 skills
Sell on value, recommend the right thing and protect margin on every deal.
Adaptive selling and valueYour people win on value instead of racing to the lowest price.- Live customer call
- Buyer moment
- Price pushback
- Call review
What we look for
- Builds the case in the buyer's own numbers
- Meets a cost-cutting goal in total cost, without giving away margin
- Helps a buyer who has already researched online or with AI make sense of their options, instead of re-pitching
- Picks up the worry behind a polite email and answers it
- Gives an undecided buyer a clear recommendation
- Coaches sellers who slide into discounts and features (managers)
Negotiation and marginFewer give-away discounts: concessions get traded, not handed over.- Price pushback
- Pricing maths
- Live customer call
What we look for
- Compares like for like before talking price when a competitor is “cheaper”
- Trades every concession for something in return
- Knows what a discount really gives up in volume or revenue
- Protects margin when extras are promised for free
- Explains a team margin drop honestly and keeps discounting in check (managers)
Business and financial acumenYour team manages to gross profit, not just revenue.- Pricing maths
- Live customer call
What we look for
- Works out the gross margin on a sale
- Works out what an account will be worth after changes at renewal
- Works out how fast a proposal pays for itself in the customer's numbers
- Asks where the margin went when sales beat target but profit missed (managers)
Product and application knowledgeThe right offer is recommended first time, so fewer costly mistakes.- Plan fit
- Live customer call
What we look for
- Reads an offer sheet and recommends the plan that fits, neither over- nor under-selling
- Explains accurately what a customer is and is not getting
- Adds the right extras because of what the customer said
Work smart with AI and data
3 capabilities · 12 skills
Plan the week, keep the pipeline honest and use AI without being fooled by it.
Data, CRM and AI fluencyAI and the CRM make your team faster, without wrong answers reaching customers.- AI and CRM check
What we look for
- Treats a stale CRM record as a risk, not a forecast
- Checks an AI summary or forecast claim against the records before using it
- Uses an AI assistant to prepare for a call, and keeps customer data out of public tools
- Leads the team's adoption of AI so it sticks (managers)
- Picks the measure that shows whether a team is really changing (managers)
Pipeline and forecast disciplineA forecast you can plan on, with risk raised early.- Pipeline and forecast
- Pricing maths
- Forecast call
What we look for
- Forecasts on evidence, not feel or deal size
- Picks the deals that belong in a quarter's commit
- Works out the expected close from commit and best case (managers)
- Gives the VP a number that is true, with what changed (managers)
Territory and account planningTime goes to the accounts and tasks with the most potential.- Inbox triage
- Plan the week
- Hiring decision
What we look for
- Puts a day's competing requests in the right order
- Spends field time where it pays, by potential and risk, not habit
- Designs a territory for a new seller (managers)
Everyday foundations
4 capabilities · 12 skills
The skills every other skill rests on, measured in the work, not asked about.
Written communicationCustomers get clear replies that answer every point, first time.- Customer email
What we look for
- Picks every request out of a messy customer email
- Fixes a weak reply so it lands with the customer
- Writes a follow-up that moves the deal
- Announces a change so the team understands it (managers)
Commercial numeracyMargin, discount and volume maths done right, in the moment.- Pricing maths
What we look for
- Gross margin, discounted contract value and blended margin on a two-part deal
- The extra volume a discount needs, and the margin left after a free extra
- Payback, expected forecast and quarter run-rate, against the clock, with numbers unique to each person
Listening and applyingCustomers do not have to repeat themselves, and recommendations reflect what they said.- Memory check
- Live customer call
What we look for
- Recalls the facts that matter (who signs, what went wrong, dates, costs) hours later, with the transcript hidden
- Builds what comes next on what the customer actually said
Ownership, resilience and learningPeople who bounce back from rejection and keep getting better.- Setback
- Live customer call
What we look for
- Changes approach after weeks of rejection, rather than quitting or repeating
- Learns from a lost deal instead of blaming
- Turns an unpopular head-office change into useful feedback and adoption (managers)
Lead the team
3 capabilities · 10 skills
For sales managers only. Sellers are never scored on these.
Coaching and developmentManagers coach specific behaviours on real calls, not just the numbers.- Coaching one-to-one
- Call review
What we look for
- Runs a one-to-one that finds the real problem and agrees one specific next step
- Gives feedback a defensive top performer will hear
- Picks the moments in a call most worth coaching
Performance and pipeline leadershipGaps get spotted weeks early and handled fairly.- Plan the week
- Pricing maths
- Coaching one-to-one
- Forecast call
What we look for
- Ranks which deals need a manager's attention first
- Projects the quarter's finish from progress so far and acts on the gap
- Handles persistent under-performance fairly and directly
- Gives the VP an honest forecast under pressure
Hiring and team buildingHires made on evidence, and good people kept.- Hiring decision
- Coaching one-to-one
What we look for
- Judges candidates on evidence of how they will do the job
- Handles a star candidate's demands without breaking what works
- Spots what is taking sellers' time away from selling
Tap any capability to see the skills behind it. See the full list, role by role, and how each one is tested →
How it works
A realistic day in the seat.
Each person works through a realistic day written for their role: the inbox, customer calls that change with what they say, quotes with real margin maths, an account review and the pipeline. They do what they would do at their best, and the assessment records what they actually did.
Set it up in minutes
Name the assessment, set the window and list the people taking part with their role and manager, or paste them from a spreadsheet. Everyone signs in with a one-time code sent by email, with nothing to install.
Each person sits their day
About 40 minutes, on any computer, any time in the window. Every sales role gets a day written for its job, so everyone is measured on the work they really do.
Results go to the right people
Each person gets a development profile. Managers see their team. Leaders see the whole picture and where training will move the most. You decide whether names are shown.
21 capabilities, weighted for each role (18 for every seller; the 3 leadership ones are for managers only). See every skill we test →
The core selling skills every B2B sales team relies on, in any industry. Industry versions available (for example industrial distribution).
What everyone sees
One assessment. The right view for each person.
These are the real screens from the public demo, with a fictional distributor and its team.
A development profile
Strengths to put to work, the two skills to focus on next, and specific things to try in the next 30 days.
Results by person
Who is ready now, who is ready with coaching, and the one skill to start with for each person.
The executive summary
Readiness by region, role and team in one page, and the few skills where training will move the most people.
People, roles and managers
Add people one at a time or paste a list. Choose what goes into the scores before anyone starts.
The demo shows the setup, the welcome to each day and every results screen. The questions are kept private so the assessment stays fair for everyone.
From a score to a change in behaviour
Every result leads to a better conversation on Monday.
Every result is written to open a coaching conversation. People see their strengths first, then a short, specific plan.
A plan for growth
Each person's profile leads with what they do well and how to use it, then gives two focus areas with concrete things to try in the next 30 days.
One-to-ones with a subject
Managers know the first skill to work on with every person, so coaching time goes on the behaviour that will lift results.
Training where it pays
Leaders see the gaps shared across the team, so the budget goes to the few skills that move the most people. Run it again after the training to see what changed.
Built on the evidence
Designed from the research on what predicts sales performance.
Decades of hiring research point the same way. A review of 85 years of studies (Schmidt and Hunter, 1998) found realistic work samples among the strongest predictors of how people perform, far ahead of years of experience or self-ratings. Gartner's 2024 study of 1,026 sellers found that adapting to each buyer and reading what buyers don't say made sellers about three times more likely to hit quota. That is what this assessment measures, in a realistic day.
- What we ask about. Skills drawn from published sales competency research and from what top performers in the role actually do.
- How we ask. A realistic simulated day, with calls that branch on each answer, numbers to work out and recall from earlier in the day.
- How we score. Every answer is scored against a fixed key, so two people who make the same choices get the same score.
- Fair by design. Every score rests on job-related evidence. How people rate themselves is shown for reflection and kept out of the score.
- It stands alone. The score comes from the assessment itself. You choose whether to add your managers' ratings or your sales results.
- People decide. Results are one input to your decisions about people, alongside your managers' judgement and what you know of each person.
Already use a self-rating survey? A simulated day or a self-assessment?
What you get
Know where to coach each person, within days.
Team sales assessments typically cost US$200 to US$300 a person and need a consultant to run them. This one is US$49 a person, you run it yourself, and results appear as each person finishes.
- For each seller. Their strengths first, the one skill that will lift their results most, and a short, specific plan.
- For managers. The team by skill on one screen, so coaching time goes where it pays off.
- For leaders. A one-page summary of where the team is strong and where to invest in training.
- Proof it worked. Re-test the same people later at 50% off and see what moved.
The RevPhos difference
Skill on one side. Results on the other.
This assessment lives inside RevPhos, the same platform that shows your revenue, pipeline and orders, so you can set what your people can do beside what they deliver, and watch the coaching pay off.
Buy online
Start today. Results this month.
Pay by card, set it up yourself in minutes, and your people can sit their day as soon as you send the invitations.
US$49 per person
- A 40-minute simulated day written for each person's role: inside sales, field sales and account executives, or sales manager
- A development profile for every person, with a 30-day plan
- Results by person for each manager, and an executive summary for leaders
- Set up in minutes, run it in your own window, nothing to install
- Pay by card. Receipt and invoice by email, with your tax number if you add one
More than 50 people, or want us to run it with you and present the results? Ask about the Guided assessment.
Not ready to buy? Try the free 10-minute snapshot. Free, about 10 minutes, any industry. An instant one-page result, no card needed.
See it for yourself
Walk through the demo in five minutes.
Set up an assessment, see the welcome to each role's day, and open every results screen for a fictional team of 18. Then let's talk about yours.