Sales Capability Diagnostic
Before you invest in development, you need clarity on where to focus.
Our Sales Capability Diagnostics service helps you understand the strengths, gaps and opportunities across your sales team, so you can make informed decisions and target development where it will have the greatest impact.
Sales Capability Diagnostic
A Clearer Picture of What Great Sales Performance Looks Like
How do you know whether your sales team has the capabilities it needs to succeed?
Sales performance isn’t just about experience, product knowledge or hitting a target. High-performing salespeople demonstrate a combination of behaviours, skills and commercial capabilities that influence how they build relationships, manage opportunities, navigate complexity and ultimately win business.
Our Sales Capability Diagnostic gives you a structured, data-led view of those capabilities across your sales team.
It helps you understand where your people are performing strongly, where capability gaps exist and what development will have the greatest impact — giving you the insight to make better decisions about your people and your sales function.
Understand Your Sales Capability
A sales team can look strong on paper while still having significant capability gaps.
Our diagnostic provides an objective assessment of the behaviours and capabilities that contribute to sales success, helping you move beyond assumptions and get a clearer picture of what is really happening across your team.
You can use the insight to answer questions such as:
- What capabilities are common among our strongest performers?
- Where are the biggest gaps across our sales team?
- Which individuals would benefit most from development?
- Where should we focus our sales training investment?
- Do our current salespeople have the capabilities needed for the future?
- Which people have the potential to take on greater responsibility or leadership roles?
What Does the Sales Diagnostic Assess?
The assessment looks beyond traditional sales skills to provide a broader view of sales capability.
Depending on your objectives, we can explore areas such as:
Customer & Relationship Skills
How effectively individuals build trust, understand customer needs and create value.
Commercial & Strategic Thinking
The ability to think commercially, understand business drivers and identify opportunities.
Sales Effectiveness
The behaviours that influence prospecting, qualification, opportunity management, negotiation and closing.
Adaptability & Resilience
How people respond to change, pressure, setbacks and increasingly complex sales environments.
Communication & Influence
The ability to communicate with impact, influence stakeholders and navigate different customer personalities.
Leadership Capability
For sales leaders and future leaders, the behaviours required to coach, develop and lead high-performing teams.
How the Delta Learning Sales Diagnostic Works
We keep the process structured and practical, turning assessment data into insight you can actually use.
1. Understand
We start by understanding your sales strategy, team structure, commercial objectives and the challenges you’re currently facing.
2. Assess
Your salespeople complete a structured online assessment designed to measure the behaviours and capabilities relevant to sales success.
3. Analyse
We analyse the results at both an individual and team level, identifying strengths, capability gaps, patterns and areas of opportunity.
4. Discuss
We bring the data to life, helping you understand what the results mean for your people, your sales function and your commercial objectives.
5. Develop
We use the findings to recommend targeted development priorities — from sales training and coaching to leadership development or wider sales transformation.
From Assessment to Action
The value of a sales diagnostic isn’t the assessment itself. It’s what you do with the insight.
Rather than putting every salesperson through the same programme, the diagnostic helps you target development where it is most needed.
The results can inform:
Sales Training
Identify the skills and behaviours that need to be strengthened across the team.
Individual Development
Give salespeople a clearer understanding of their strengths and specific areas to work on.
Coaching
Provide managers and coaches with objective insight to make their conversations more focused and effective.
Sales Leadership
Identify the capabilities required to succeed in current and future sales leadership roles.
Recruitment & Selection
Use a clearer understanding of successful sales behaviours to support better hiring decisions.
Sales Transformation
Create a data-led foundation for wider changes to your sales strategy, structure and capability.
Why Carry Out a Sales Capability Diagnostic?
Most businesses know they want their sales teams to perform better. The difficult question is knowing where to start.
A diagnostic gives you the evidence to make that decision.
It can help you:
- Identify hidden capability gaps
- Understand the strengths of your top performers
- Benchmark capability across your team
- Prioritise development investment
- Personalise training and coaching
- Support more objective people decisions
- Create a clear development roadmap
- Align sales capability with your future commercial strategy
Instead of asking “What sales training should we deliver?”, you can start with a much better question:
“What does our sales team need to be better at to achieve our goals?”
Make Development More Targeted
The best sales development starts with understanding.
Our Sales Capability Diagnostic gives you the insight to understand your people, identify the capabilities that matter most and focus your investment where it can have the greatest commercial impact.
Whether you’re looking to improve an existing sales team, develop future leaders, recruit more effectively or support a wider sales transformation, Delta Learning can help you turn capability data into a practical plan for improvement.
Ready to understand your sales capability?
Start with insight. Build from there.
Talk to Delta Learning about your Sales Capability Diagnostic and discover where your team is strongest, where the gaps are and what to focus on next.
Powered by our Partners SHL’s Sales Transformation Assessment
To provide an objective and robust view of sales capability, Delta Learning delivers this assessment in partnership with SHL, a global leader in talent assessment and workforce solutions.
The SHL Sales Transformation Assessment is built around research into the behaviours and capabilities associated with sales success in today’s changing commercial environment.
Delta Learning combines this assessment insight with our own sales expertise to help you understand what the results mean for your people and, more importantly, what to do next.
SHL is Delta Learning’s assessment partner. The assessment is provided as part of our Sales Capability Diagnostic service.
