This document discusses evaluating a sales team's performance and capabilities. It notes that surveys show most potential clients are already 65% through their decision-making process before engaging with salespeople. As such, salespeople need to provide value for the remaining 35%. However, the document questions whether salespeople are truly focused on client value or just building relationships. It suggests salespeople may not be following proper sales processes, engaging with the right clients, or leaving money on the table. Assessing salespeople against a competency framework could provide insights into weaknesses limiting their effectiveness. Evaluating both teams and individuals can help identify development needs and determine which staff may not be suited for sales roles. The document promotes a sales assessment tool that provides customized,