Team change Example · fictional data
Northgate Logistics · Regional sales team
| Skill | March | September | Change |
|---|---|---|---|
| Discovery | 51 | 63 | +12 |
| Negotiation and margin | 47 | 58 | +11 |
| Pipeline and forecast discipline | 55 | 61 | +6 |
| Proactive prospecting | 58 | 60 | +2 |
| Adaptive selling and value | 60 | 62 | +2 |
| Account growth | 64 | 65 | +1 |
| Listening and applying | 66 | 66 | 0 |
| Qualifying and follow-through | 57 | 55 | -2 |
Who moved most
| Person | Skill | Change |
|---|---|---|
| Maya Okafor | Discovery | 48 → 66 +18 |
| Liam Chen | Negotiation and margin | 44 → 59 +15 |
| Sofia Martins | Pipeline and forecast discipline | 50 → 63 +13 |
What to coach next
Qualifying and follow-through
The one skill that slipped. Make the next-step rule part of every one-to-one, and review stalled deals together each month.
Proactive prospecting
Barely moved. Pair the two strongest prospectors with two newer sellers for a weekly prospecting hour.
Keep the gains
Discovery and Negotiation moved most after the spring coaching. Keep the call replays and role plays going so they hold.