Skill Gap Self-Assessment Quiz

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

1. I build value stories using the buyer's own numbers, not generic benefit statements.
2. I can tell you which specific KPI my economic buyer is personally measured on.
3. I've built a different value narrative for at least two different personas in the same deal.

Objection Handling & Negotiation

1. I can tell the difference between a real objection and a stall, in the moment.
2. I've held price or terms in a negotiation this month without escalating to my manager.
3. I stay composed and adapt in real time when a new stakeholder or competitor appears late in a deal.

Stakeholder Mapping & Multi-threading

1. I know the economic buyer, champion, and at least one likely blocker on every deal I call "on track."
2. I'm engaging 2+ stakeholders in parallel on my top deals, not sequentially.
3. I have a plan for what happens to my deal if my champion leaves or changes role.

Pipeline & Deal Management Rigor

1. My CRM reflects reality today, not "whenever I get around to updating it."
2. My last four forecast calls were accurate within one category.
3. Every open deal I own has a documented next step and a named risk.

Executive & Cross-Functional Communication

1. I could present my top deal to a VP today without extra prep.
2. I bring in the right internal partner (solutions, CS, product) before being asked.
3. 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

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.