Prospect Competence Coaching with the FinxS® Sales Capacity Assessment

Calling all sales coaches and managers! The FinxS^® Sales Capacity Assessment helps you better understand and support your team’s prospecting efforts. Ready to find out how?

Understanding What the Assessment Measures

The FinxS^® Sales Capacity Assessment (SCA) focuses on sales capacity—how proficient your salesperson currently is in 18 key sales competences, including prospecting. It identifies strengths and areas for development in sales and helps uncover blind spots that may impede success.

This is particularly helpful when hesitation or inconsistency arises from discomfort or internal resistance, indicating a need for additional support and development.

The good news is that your salespeople can certainly improve their sales competence!

Why Focus on Prospecting?

Prospecting is a common competence required for sales teams. Prospecting is the active search for new, qualified customers to ensure there are always sufficient opportunities to create new business. Among the prospecting activities are cold calling, asking for referrals, cultivating existing cold leads, and networking.

Salespeople who thrive actively pursue new business and take responsibility for finding sales opportunities. Ones who find prospecting challenging may be more reluctant to call on prospects, prefer to cultivate existing customers or to wait for opportunities to show up.

As a coach or manager, it’s not always easy to tell whether the issue is about skill, mindset, or motivation.

Identifying the Competence and Creating a Development Plan

The FinxS^® SCA helps you understand two key things about each salesperson:

1. How competent they are in using key sales skills such as prospecting
2. How motivated they are to do those activities regularly, based on the FinxS® Sales Excuse Index

The FinxS^® SCA creates a customized development plan for each salesperson. This matters because not everyone improves in the same way. 

Supporting the Sales Coach and Manager

Not all low performance is created equal. A salesperson who is motivated but lacks confidence may need structure and encouragement. Someone who scores low in prospecting capacity may benefit from adjustments to their role or targeted coaching to shift their mindset.

Understanding these differences helps managers respond more effectively and personally.

The assessment results can be used to set small, meaningful goals that help salespeople shift their approach to prospecting. For example:

• Creating a detailed plan of daily, weekly, and monthly prospecting activities and events
• Setting daily prospecting time on your calendar and committing to it consistently 
• Set a time limit when working on existing leads.

Even small, consistent behavioral changes can lead to measurable improvements.

Beyond individual insights, the FinxS^® SCA can help managers identify group trends through the FinxS^® SCA Team Results. For instance, if most of the team shows low capacity in prospecting, that may indicate a need for team-wide skill reinforcement or process changes that make outreach more engaging.

Final Thoughts

Improving prospecting performance requires more than just pushing for more calls. It starts with understanding what drives—or holds back—each salesperson. The FinxS^® SCA helps coaches and managers identify those drivers to coach more effectively and support their team in a way that sticks.

It’s a practical step toward building a more consistent, motivated, and confident sales team.