Right People, Right Roles

As a sales manager, one of your toughest challenges isn’t just hiring great people—it’s putting the right person in the right role. How can the FinxS^® Sales Capacity Assessment help you build a stronger, smarter sales team? 

Each sales role is unique just as each salesperson is unique. A role that fits for one may not fit for another. For example, a high-performing salesperson who is a Hunter may struggle in a consultative role. A strong Closer might not thrive in lead generation. Here's how the FinxS^® Sales Competence Assessment (SCA) helps match candidates to the sales role.

Define the Role Before You Define the Candidate

Start by clarifying what the role requires. Review the FinxS^® 18 Sales Competences to determine which competences matter the most. For example:

• For a quota-driven Inside Sales Representative which one matters more? Following the Sales Process or Goal Orientation?
• What about for an Account Executive? Building Trust or Handling Objections?

Once that’s nailed down, prioritize the key competencies. Not every role requires a high competence score. Focus on the ones that drive success in that role.

Let’s look at the scores.

Start Strong with the Executive Summary

The FinxS^® SCA Executive Summary provides a snapshot of the salesperson’s overall sales potential. This is where you begin matching the candidate’s natural style to your role’s needs.

Instead of only focusing on high scores for every competence, prioritize the most important ones. Is there a match? If there is a gap between the ideal and the individual's scores, is there potential or time for their development? Ask questions around this competence during the interview process to determine if it is a competence that perhaps is a learned skill. Remember, the assessment should never be the sole criterion for making decisions about a person.

While it may require some initial effort to prioritize, the process becomes more efficient for each candidate afterward. The Executive Summary can even save you time by preventing the need to review the entire report for every selection.

Manage Smarter with the Development Plan

Once your salesperson is in their role, you can support success by using the FinxS^® SCA Development Plan. The Development Plan is a set of 18 customized action plans based on each competence. Each Action Plan describes the competence, the salesperson's current level of competence, as well as detailed steps toward improving it.

Balance Your Team’s Strengths

It’s not just about individual performance—it’s about how the whole team works together.

The FinxS^® SCA Team Competency Summary identifies where your team may be strong—and where it may need development.  Maybe you’ve got five top-notch closers but no salesperson with strong Time Management or Qualifying scores. Or maybe your team needs someone who is competent in Presenting.

Use team data to:

• Assign roles strategically
• Pair team members for mentoring
• Make smarter hires to fill skill gaps

Coach to the Role, Not Just the Person

Even your best salespeople can grow. The FinxS^® SCA Development Report helps you coach each team member based on their current role and their natural strengths.

For example:

• Someone with low Handling Objections might need real-time feedback on tough calls.
• A new hire with potential in Prospecting could shadow a senior team member.

You’re not just managing—you’re developing. And that’s what builds loyalty and long-term performance.

Sales Teams Don’t Build Themselves

The best sales teams are intentionally built—not just hired.

With the FinxS^® Sales Capacity Assessment, you get the clarity you need to:

• Hire the right fit
• Develop your team’s strengths
• Align people with the roles where they’ll thrive

The result? Less turnover. More performance. And a team that hits targets with confidence.

Are you ready to find the right people for the right roles?