Sales Capability Assessment
Northgate Electrical Supply
Executive summary
Sales team readiness · Fall 2026 · Executive summary

7 of 18 people are ready now for proactive selling, and 9 more are ready with coaching.

The biggest team-wide gaps are account growth, written communication and commercial numeracy. Today about 74% of the team’s week is reactive work.

People assessed
18
October 26 – November 6
Proactive readiness
66
Team average, out of 100
Time on reactive work
74%
Self-reported typical week
Self-view gap
+21
Points people rate themselves above measured

Readiness to move to proactive selling

7
9
2
Ready now: 7Ready with coaching: 9Development priority: 2
By region
Lower Mainland5 of 9 ready now
72
Interior2 of 9 ready now
61
By role
Sales manager1 of 2 ready now
79
Outside sales2 of 4 ready now
71
Inside sales4 of 12 ready now
63
By team
Legacy A6 of 7 ready now
78
Legacy B1 of 11 ready now
59

Where to focus training

1
Account growth · team 36
Most growth sits in customers you already have: the categories, sites and jobs they buy elsewhere.
Sales Summit, January
2
Written communication · team 45
A reply that answers every point, clearly and calmly, saves a second email and keeps the relationship.
Inside sales sessions, February–March
3
Commercial numeracy · team 54
Margin, price and discount maths come up in every quote. Getting them right quickly keeps you in control of the conversation.
Manager coaching, ongoing

Team capability profile

Team average by capability, strongest first. Lines at 50 and 70 mark the bands.
Territory and account planning
93
Coaching and development · 2 people
89
Qualifying and follow-through
82
Discovery
81
Team selling
81
Customer experience
80
Product and application knowledge · 16 people
78
Buying group engagement · 16 people
77
Data, CRM and AI fluency
72
Proactive prospecting · 16 people
71
Performance and pipeline leadership · 2 people
71
Hiring and team building · 2 people
71
Ownership, resilience and learning
70
Pipeline and forecast discipline
68
Adaptive selling and value
65
Listening and applying
63
Negotiation and margin
59
Business and financial acumen
59
Commercial numeracy
54
Written communication
45
Account growth
36

Method: each person completed a timed, simulated day written for their role (branching customer or team conversations, account and pipeline decisions, commercial maths and written communication). Everyone is scored on the same capabilities, weighted for their role, from what they did in the simulation. Self-ratings are reported as a gap and never scored. Bands: ready now 70+, ready with coaching 50–69, development priority below 50.