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How the Global Sales Capability Index 2026 Was Measured
The Global Sales Capability Index | First Edition | April 2026
Data Collection
Dual-scored capability inputs completed independently by sales professionals and their direct managers. Conducted quarterly as part of each organisation’s enablement process. Classification is contextual, set within each organisation’s own quota structure and role expectations. Future editions will include further behaviour scores through calls and AI role plays.
Scoring
1–7 scale, normalised to 0–100 composite index. Perception gap = self score minus manager score.
Performance Linkage
Quota attainment at time of measurement across standardised bands (<50%, 50–75%, 75–100%, 100– 125%, 125–150%, 150%+) + sales velocity metrics.
Scale
500,000+ dual-scored assessments collected over six years across multiple industries and 45 countries.
Performance Quadrants
Confidentiality: All findings are cross-company aggregates. No individual company, team, or person is identifiable. Participating organisations are not named. Company-specific benchmarks are available only to the participating organisation. Raw data is never shared externally.
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