# Sales Skills Self-Assessment Quiz

> A 20-question, five-competency self-rating quiz reps complete before a 1:1, producing a personal skill-gap map so the conversation starts with the rep's own data instead of a manager's assumptions.

Free assessment/quiz for sales reps. Topic: [Coaching, 1:1s & Feedback](https://www.peerlab.ai/library/topic/coaching-1-1s-feedback/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/sales-skills-self-assessment-quiz/

## How to use it

Complete it solo, in one sitting, honestly rating actual recent behavior rather than aspiration; bring the completed skill-gap map to your next 1:1 as the starting document for that conversation.

## What's inside

- Instructions and rating scale
- Cluster 1, Discovery & Diagnosis (4 questions)
- Cluster 2, Value Articulation & Positioning (4 questions)
- Cluster 3, Objection Handling & Negotiation (4 questions)
- Cluster 4, Pipeline & Deal Management (4 questions)
- Cluster 5, Relationship & Account Growth (4 questions)
- Scoring formula per cluster
- Skill-gap map template
- Interpretation bands and pre-1:1 prep prompt

Complete this on your own, honestly, before your next 1:1. There's no "passing" score: the point is to walk into the conversation with your own map of where you're strong and where you want to grow, instead of waiting to be told.

## How to Score Each Question

Rate yourself 1-5 on how true each statement is of your current behavior (not your intention: your actual, observable behavior over the last 4-6 weeks):

- **1**: Not true of me at all
- **2**: Rarely true
- **3**: Sometimes true
- **4**: Usually true
- **5**: Consistently true, and I could show someone else how

---

## Cluster 1, Discovery & Diagnosis

1. I ask questions that uncover the business impact of a problem, not just the problem itself. ___
2. I let silence sit after a question instead of filling it with more talking. ___
3. I can summarize what a buyer told me in their own language, accurately, without notes. ___
4. I notice when an answer is vague and know how to follow up to get specificity. ___

**Cluster 1 total: ___ / 20**

## Cluster 2, Value Articulation & Positioning

5. I connect what I'm offering to the specific problem the buyer just described, every time. ___
6. I use a relevant proof point (customer story, data) rather than a generic pitch. ___
7. I check for the buyer's reaction before moving to my next point. ___
8. I can explain my offering without jargon the buyer hasn't already used themselves. ___

**Cluster 2 total: ___ / 20**

## Cluster 3, Objection Handling & Negotiation

9. I let an objection be fully stated before I respond to it. ___
10. I ask a question to find the real concern behind a stated objection, rather than answering the surface version. ___
11. I stay calm and curious when I hear pushback, rather than defensive. ___
12. In a negotiation, I know what I can trade and what I won't, before the conversation starts. ___

**Cluster 3 total: ___ / 20**

## Cluster 4, Pipeline & Deal Management

13. My forecast for this quarter reflects what I actually believe will close, not what I hope will close. ___
14. I know the next concrete step on every deal in my pipeline right now, without checking notes. ___
15. I proactively flag deals that are stalling before someone asks me about them. ___
16. I keep my CRM data accurate enough that someone else could pick up my pipeline cold. ___

**Cluster 4 total: ___ / 20**

## Cluster 5, Relationship & Account Growth

17. I have a plan for staying in touch with past customers, not just active deals. ___
18. I ask for referrals or introductions as a normal part of my process, not an afterthought. ___
19. I understand my accounts' business well enough to spot expansion or renewal risk before it's obvious. ___
20. I build relationships with more than one person in an account, not just my primary contact. ___

**Cluster 5 total: ___ / 20**

---

## Your Skill-Gap Map

| Competency cluster | Your total (out of 20) | Band |
|---|---|---|
| 1. Discovery & Diagnosis | | |
| 2. Value Articulation & Positioning | | |
| 3. Objection Handling & Negotiation | | |
| 4. Pipeline & Deal Management | | |
| 5. Relationship & Account Growth | | |

### Interpretation Bands (per cluster)

| Total | Band | What it means |
|---|---|---|
| 4-8 | Novice | This is foundational work: expect to spend real, dedicated practice time here |
| 9-12 | Developing | You have the basics; the gap is consistency, not knowledge |
| 13-16 | Proficient | Solid and repeatable, refine the edge cases |
| 17-20 | Advanced | This is a strength, a candidate skill to mentor others in |

## Before Your 1:1

1. Circle your **lowest** cluster total: this is your honest starting point for a growth conversation, not a confession.
2. Circle your **highest** cluster total, name it out loud in your 1:1. Strengths deserve airtime too, and they often point to a mentoring opportunity for someone else on the team.
3. Bring one specific recent example (a real call, a real deal) that illustrates your lowest-scoring cluster, this turns a number into something coachable.