THE SALES CAPABILITY STAR

Your team rates itself one way. Their managers see it another. The gap is where growth hides.

A clear, honest measure of every salesperson across the five capabilities that drive revenue: Finding, Winning, Closing, Growing Accounts and Growing People. Rated by them, rated by their manager, and mapped so you can see exactly where to develop each person.
From R18,500
Completed online, presented in person or virtually
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WHY YOU NEED THIS

You invest in your salespeople. Training, coaching, time. But if you have never measured where each person is actually strong and actually weak, you are investing on instinct, and instinct spreads budget evenly across people whose real needs are completely different.

Worse, the people most in need of development are often the most confident, and confidence is not capability. Without an honest, structured measure, the gaps stay invisible until they cost you a deal, an account, or a good person who left because nobody developed them.

The Sales Capability Star replaces instinct with evidence: a precise read on every person, so every rand of development spend lands where it will actually move the number.

The Sales Capability Star

Self-Rating vs Manager Rating

WHAT WE MEASURE

Five capabilities. The complete picture of what makes a salesperson effective across the customer lifecycle.

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Finding
Generating the right opportunities, with the right clients.
Winning
Turning opportunities into qualified, well-built deals.
Closing
Bringing deals to a decision, cleanly and confidently.
Growing Accounts
Expanding revenue and value inside existing clients.
Growing People
For leaders: developing the salespeople around them.
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Beneath each point sit three competencies, measured through observed behaviours and rated twice: once by the salesperson, once by their manager.

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THE GAP IS THE INSIGHT

Ask a salesperson to rate themselves and you get their confidence. Ask their manager and you get their judgment. Put the two side by side and you get something neither gives you alone: the truth about where someone is over-confident, where they are quietly under-rated, and where the two of you already agree.

That gap is the most valuable coaching conversation a manager can have, and most never have it, because they have never had the data. The Star puts it in front of both of them, on one picture.
This is what makes the Star a development tool, not just a test. It does not only tell you how good someone is. It tells you where the conversation needs to start.

HOW IT WORKS

1

Your team completes the Star.

Each salesperson rates themselves across the five points, and each manager rates their people. Online, structured, quicker than you expect.
2

We analyse and map.

We build an individual Star for every person, surface the self-versus-manager gaps, and roll the team up into one clear picture of where your capability sits and where it does not.
3

We present your findings, in person or virtually.

We walk you and your leaders through the team picture and the individual stars in a working session, and translate them into specific, prioritised development moves for each person.

WHAT YOU RECEIVE

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Prioritised development priorities, per person.

The most valuable output: for each salesperson, exactly where to focus, in what order, for the biggest lift.

A presented team debrief.

A working session, in person or virtual, where we walk your leaders through the team picture and what it means.

An individual Star for every person.

Each salesperson’s five-point capability map, with their self-rating against their manager-rating.

The gap analysis.

Where confidence and capability diverge across your team, the coaching conversations waiting to happen.

A team capability picture.

Your whole team rolled into one view, so you can see strengths and gaps at a glance.

PRICING BANDS

TEAM
Up to 10 salespeople

R18,500

One sales team
DEPARTMENT
Up to 25 salespeople

R34,000

A full sales function
ENTERPRISE
25+ salespeople

By quotation

Tailored to scale
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Every band includes the full assessment, our analysis, individual stars for each person, the gap analysis, a prioritised development plan, and a presented team debrief in person or virtually.

WHY TRUST THIS MEASURE

The Sales Capability Star is built to recognised competency-assessment principles: behaviourally anchored, level-aware, and designed with a dual-rater method that surfaces blind spots a single rating never could. It is proprietary to The Sales Counsel and grounded in our five-point framework, refined across ten years and thousands of salespeople.
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For ten years, we’ve helped South African businesses turn pipeline into revenue, revenue into jobs, and jobs into a stronger economy. Developing people is how that begins.
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Stop developing your team in the dark.

See every salesperson clearly, find the gaps that matter, and develop each person where it counts.