Service
Sales team assessment for B2B companies
For sales leaders who want facts before they hire, restructure or buy a new tool. In three weeks we review how your sales,
Sound familiar?
What it solves
What we hear from teams before we start.
- Targets are missed, but nobody agrees on why
- Results vary widely from one seller to the next
- The CRM holds a lot of data and little insight
- We are about to hire or buy a tool, and want it right
What we cover
What the assessment looks at
- 01
Sales process and pipeline
We follow real deals from first contact to close and compare them with the stages in your CRM. We look at where deals stall, how long each stage takes, the win rate by stage and by source, and whether past forecasts matched what closed. The aim is to find where the process on paper and the way deals really move part company.
- 02
Skills and conversations
We listen to recorded calls and sit in on meetings to hear how sellers open, qualify, present and handle objections. We also ask each person to explain what the company does, in their own words. This is a practitioner review of how people sell, not a personality test or a psychometric score.
- 03
Onboarding and product knowledge
We look at how a new starter learns the market, the product and the way you sell, and how long it takes before they run deals on their own. We check where product knowledge lives, who ends up answering the questions, and whether managers follow a common plan or each do it their own way.
- 04
CRM, tools and customer success
We review how each role uses the CRM, which reports managers rely on, and which tools are paid for but rarely opened. For teams with recurring revenue we also look at renewals, account reviews and the handover from sales to customer success, because that is where much of next year's revenue is decided.
How it runs
What we do, step by step
- Week 1Interviews
Conversations of about an hour with leaders, managers and up to ten sellers,
pre-sales engineers and account managers. - Weeks 1–2Evidence
A review of CRM data: pipeline by stage, win rates, sales cycle length and forecast history.
- Week 2Observation
We listen to calls and sit in on pipeline and deal reviews to see how the process works in practice.
- Week 3Plan
A written report, presented to leadership, with priorities, the measures to track and a fixed price for each recommendation.
What you keep
Yours at the end
- A written report on where the team stands today
- A prioritised plan: what to change, in what order, and why
- Starting measures to compare against later
- A fixed price for each piece of work we recommend
- The presentation used with leadership
How we measure it
Agreed with you in week one
The assessment sets the baseline. Together we choose the measures you will track from then on, for example:
- Win rate by stage and by source
- Average length of the sales cycle
- How far the forecast moves late in the quarter
- Time until a new starter runs deals alone
Price
Price and what is included
Sales Team Assessment · 3 weeks
£4,950 + VAT
£4,950 + VAT for a team of up to 15 people, over three weeks. It includes interviews with leaders and up to ten sellers, the CRM review, observed calls and meetings, and the written report presented to leadership. Larger teams start from £7,950 + VAT, because there are more people to interview and more data to read. Prices are + VAT at 20%, for VAT-registered businesses.
Book a 30-minute callIncluded
- Interviews with leaders and up to 10 sellers
- Review of CRM data, pipeline and forecast
- Calls and meetings observed
- Written report and plan, presented to leadership
From £7,950 for teams of more than 15 people.
Compare all packagesQuestions
Questions about this service
How do you evaluate sales team performance?
We look at three things together: the numbers in the CRM, such as win rates, cycle length and forecast history; how people actually sell in calls and meetings; and what the team tells us in interviews. Each one on its own can mislead. Together they show whether a problem lies in skills, process, onboarding or tools.
What does a sales capability assessment cover?
Ours covers the sales process and pipeline, selling skills, onboarding and product knowledge, CRM use and, where it applies,
Is this a personality test?
No. We do not use psychometric tests or score people against a personality profile. We review how the team works: the process, the conversations, the data and the tools. The report is about how the team sells and what would help it, not a ranking of individuals.
What do we get at the end of the three weeks?
A written report and a presentation to leadership. The report sets out what we found, the changes that will make the most difference, the order to make them in, the measures to track and a fixed price for each piece of work we recommend.
How much of our team's time does it take?
About an hour for each person we interview, plus access to the CRM and a few recorded calls. Most of the work happens on our side, so selling time is hardly touched. We book the interview slots in the first days, around the team's calendar.
What if we only want the report?
That is fine. The report is yours, and you can act on it yourselves, with us, or with anyone you choose. There is no obligation to buy the work it recommends. It is written so that your own managers, or another provider, could use it as a brief.
Do you sign an NDA?
Yes, before we see any data. Where the CRM allows it, we work with read-only access, so nothing in your system can be changed by mistake. Recorded calls and exports are used only for the assessment and are not shared outside the people doing the work.
Start with a 30-minute call
Tell us how your team sells today and what you want to change. If we can help, we will say how and what it costs. If we cannot, we will tell you that too.