A structured assessment that shows you what is working well, what is not, and where to focus first.
Leadership needs an objective view of whether the constraint is strategy, execution, or capability.
Previous development initiatives did not lead to lasting behavior change or better sales performance.
Leadership has no clear visibility into the sales pipeline or future opportunities.
Sales performance varies across the team, and successful behaviors are not consistently shared.
A new commercial leader needs an objective view of capabilities, process gaps, and priorities before taking action.
Growth targets have increased, but the current sales approach is no longer enough.
The framework measures across performance, process, and people, so a finding can be traced to the part of the commercial system that produced it.
Dimension
What it measures
Executive question
Assessment areas
Performance
Commercial direction and business outcomes
Are we pursuing the right commercial direction and achieving desired business outcomes?
Process
Effectiveness, consistency, and governance of sales execution
Do we have effective and consistent sales processes that enable successful execution?
People
Leadership, behavioural capability, and team effectiveness
Do we have the leadership, capability, and team effectiveness to achieve sustainable sales performance?
Every criterion is scored on the same five-point maturity scale, so results are comparable across areas and repeatable over time.
0
Not in Place
No evidence of capability or practice
1
Emerging
Partially in place; inconsistently applied
2
Developing
Defined and understood; variable adoption
3
Established
Consistently applied with evidence
4
Optimized
Best practice; continuously improved
Applied to every assessment criterion, area, dimension, and to the overall score.
0.0 – 1.4
RedCritical. Immediate action is needed to improve performance.
1.5 – 2.9
AmberDeveloping. Improvement is needed to achieve consistent execution.
3.0 – 4.0
GreenStrong. Maintain, monitor, and improve continuously.
Commercial Performance criteria are evaluated against objective business data: revenue against target, growth trends, margin performance, and segment-level analysis. They are benchmarked where relevant comparators exist.
Every assessment area is cross-validated across multiple sources. No finding rests on a single data point.
Optional
One page that tells leadership where the commercial system stands, area by area, and what to fix first.
Sales Excellence Scorecard™
Illustrative example
Perf.
Commercial Direction
2.2
AMB
Commercial Performance
2.6
AMB
Proc.
Sales Process
1.4
RED
Pipeline Management
1.0
RED
Sales Enablement
1.6
AMB
Sales Governance
0.8
RED
Peop.
Sales Capability
1.7
AMB
Leadership Effectiveness
2.0
AMB
Team Effectiveness
2.3
AMB
The Diagnostic always comes first. It determines what Develop and Deliver should contain.
Book a discovery call and let’s talk about what’s holding your commercial team back, and what it would take to fix it.