# Skill Gap Self-Assessment Quiz

> An 18-statement, 5-minute self-quiz across the six core sales competencies that gives every rep a ranked list of what to develop first, scored and banded.

Free assessment/quiz for sales reps. Topic: [Sales Kickoffs, Training & Enablement Programs](https://www.peerlab.ai/library/topic/sales-kickoffs-training-enablement-programs/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/skill-gap-self-assessment-quiz/

## How to use it

Have each rep complete it in under 5 minutes, then bring the two lowest-scoring competencies into their next 1:1 for the manager to corroborate against a real call.

## What's inside

- 18 rated statements (3 per competency), 1-5 scale
- Scoring bands: At Risk / Developing / Proficient / Advanced-Expert
- Fill-in output table mapping score and band per competency
- Guidance on treating self-scores as a starting point, not a verdict, pending manager corroboration

5 minutes. 18 statements, 3 per competency. Rate each 1-5 (1 = Never true of me, 5 = Always true of me). Be honest: the value is in the ranking, not the flattery.

## Discovery & Needs Diagnosis
1. I regularly uncover a business problem the buyer hadn't mentioned first.
2. I can explain the quantified cost of inaction for my top 3 open deals right now.
3. I confirm my understanding of the buyer's problem by playing it back in their words, every call.

## Value Articulation & Business Case Building
4. I build value stories using the buyer's own numbers, not generic benefit statements.
5. I can tell you which specific KPI my economic buyer is personally measured on.
6. I've built a different value narrative for at least two different personas in the same deal.

## Objection Handling & Negotiation
7. I can tell the difference between a real objection and a stall, in the moment.
8. I've held price or terms in a negotiation this month without escalating to my manager.
9. I stay composed and adapt in real time when a new stakeholder or competitor appears late in a deal.

## Stakeholder Mapping & Multi-threading
10. I know the economic buyer, champion, and at least one likely blocker on every deal I call "on track."
11. I'm engaging 2+ stakeholders in parallel on my top deals, not sequentially.
12. I have a plan for what happens to my deal if my champion leaves or changes role.

## Pipeline & Deal Management Rigor
13. My CRM reflects reality today, not "whenever I get around to updating it."
14. My last four forecast calls were accurate within one category.
15. Every open deal I own has a documented next step and a named risk.

## Executive & Cross-Functional Communication
16. I could present my top deal to a VP today without extra prep.
17. I bring in the right internal partner (solutions, CS, product) before being asked.
18. I adjust my message and pace based on who's in the room, without needing a different deck for each.

## Scoring
Add your 3 answers per competency (range 3-15):
- **3-6, At Risk:** This is actively costing you deals. Prioritize first.
- **7-9, Developing:** Functional but inconsistent under pressure.
- **10-12, Proficient:** Reliable independent execution.
- **13-15, Advanced/Expert range:** This is a strength, consider mentoring others here.

## Your Output

| Competency | Score (3-15) | Band |
|---|---|---|
| Discovery & Needs Diagnosis | | |
| Value Articulation & Business Case Building | | |
| Objection Handling & Negotiation | | |
| Stakeholder Mapping & Multi-threading | | |
| Pipeline & Deal Management Rigor | | |
| Executive & Cross-Functional Communication | | |

**Your top 2 development priorities** are your two lowest-scoring competencies. Bring this sheet to your next 1:1 and ask your manager to corroborate it against a recent call before you set a development plan, self-scores run high on confidence and low on calibration by design; that gap is exactly what the manager conversation is for.