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The Sales Innovators Maturity Assessment

Takes 3 minutes. Find out where you stand across the 9 Sales Innovator dimensions.

D1 - AI & Research Capability: I use AI tools to research prospects before client meetings (annual reports, competitor positioning, trends).
1 - Unaware: No structured research before meetings
2 - Emerging: Occasional manual research, no AI
3 - Practising: Regular AI-assisted research
4 - Proficient: AI-generated briefing before every meeting
5 - Innovator: Systematic AI research process; I coach others
D2 - Personal Energy & Resilience: I have a consistent daily practice (breathwork, meditation, or similar) to manage my energy and mental state.
1 - Unaware: No energy or state-management practice
2 - Emerging: Occasional techniques only when stressed
3 - Practising: Regular practice most days
4 - Proficient: Daily non-negotiable practice before client work
5 - Innovator: Years of practice; I teach others; measurable impact
D3: Customer Insight & Discovery Label: Before engaging a client with a solution, I conduct structured insight-gathering (Serendipity Walk, Customer Bug List).
1 - Unaware: I sell product-first, no insight gathering
2 - Emerging: I ask discovery questions, no pre-engagement research
3 - Practising: I research the customer journey before key meetings
4 - Proficient: I systematically apply Serendipity Walk + Bug List
5 - Innovator: Embedded in every engagement; hardest evidence to replicate
D4 - Strategic Thinking & Innovation: I actively explore Open Innovation and Platform Strategy opportunities, and apply the Pre-Qualification Filter before committing to a POV.
1 - Unaware: I sell within my own product portfolio only
2 - Emerging: I occasionally mention partner solutions
3 - Practising: I regularly consider ecosystem/platform options
4 - Proficient: Deliberate part of my account strategy
5 - Innovator: I consistently create unique ecosystem plays
D5 - Value Selling & POV Development: I develop a Business Plan Canvas and apply the Challenger Sale approach before presenting to senior stakeholders.
1 - Unaware: I present product info, not business cases
2 - Emerging: Some business context, no systematic canvas
3 - Practising: I build business cases for major proposals
4 - Proficient: I use the Business Plan Canvas for every major opportunity
5 - Innovator: Foundation of every strategic engagement; earns senior access
D6 - Storytelling & Presentation: I structure client presentations as narratives - persona, challenge, resolution, ripple effect, call to action - rather than feature lists.
1 - Unaware: Feature/slide-based presentations
2 - Emerging: Examples included, no deliberate arc
3 - Practising: Key presentations structured as stories
4 - Proficient: Every senior presentation fully narrative-built
5 - Innovator: Storytelling is my commercial signature
D7 - Incentive Alignment & Collaboration: I proactively facilitate cross-team collaboration and invest in customer-aligned behaviours beyond my formal KPIs.
1 - Unaware: I work in my own lane, rarely involve other teams
2 - Emerging: I collaborate only when asked
3 - Practising: I regularly initiate cross-team collaboration
4 - Proficient: Deliberate part of my account strategy
5 - Innovator: Direct driver of cross-team innovation initiatives
D8 - Organisational Readiness: My organisation has a clear, data-driven picture of its current value-selling maturity.
1 - Unaware: No formal assessment
2 - Emerging: Periodic reviews, not structured capability assessment
3 - Practising: At least one structured maturity assessment conducted
4 - Proficient: Regular assessments driving targeted enablement
5 - Innovator: Embedded in transformation rhythm; measured pre/post
D9 - Transformation Mindset: I have a clear, honest picture of my strengths and development gaps, and use it to direct my own growth.
1 - Unaware: No formal self-assessment
2 - Emerging: Informal reflection only
3 - Practising: Completed a structured self-assessment; can name priorities
4 - Proficient: I combine assessment, manager, and client feedback
5 - Innovator: Continuous triangulated self-knowledge practice; I model this for others
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