The Global Sales Capability Index 2026 is out.
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revenue team
stacks up against the best
revenue team
stacks up against the best
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Performance Signals · Finding 14 of 16
Which competencies differentiate top sales performers?
Finding
Execution habits, not closing ability. For Account Executives the largest top-to-bottom gaps are growth mindset (+11.9 points), time management (+10.4) and prospecting (+10.2).
The data
What it means for revenue leaders
The performance gap is prospecting consistency, time discipline and pipeline hygiene — not closingability. These are coachable habits, not traits you have to hire for. The AE programme and the CS/AMprogramme should not be the same programme.
How this was measured
Capability score differences between top-tier and bottom-tier performers within each role group, measured on the 0–100 composite index.
Source: Global Sales Capability Index 2026 (Uhubs). Based on 500,000+ dual-scored sales capability assessments across 45 countries and 30+ role types, 2020–2026. Published April 2026.
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