PEOPLE · TEAM ASSESSMENT
How to assess the salespeople on your team
“Salesperson Diagnostic” is a set of questionnaires and a workbook in which a sales manager compares a salesperson’s self-assessment with their own assessment on the same 18 items. The difference becomes the topic of the conversation, and the result is a 90-day development plan with two focus areas. It is not a psychological test and does not determine a personality type.
After payment is confirmed, we’ll email your download link. Your materials will also appear in your account. We do not store employee data: the questionnaires, the workbook and the reports stay with you.
- English
- updated October 13, 2026
Who it is for
Who it is for
For a sales manager who has finished the first month in the role: you know each salesperson’s numbers, but not the reasons for the differences. A salesperson should have worked with you for at least four weeks.
What this means for you
Pick the option that fits you, and the answer for your situation appears below.
Industry and your experience in the role do not change the order of work. What matters more is that you have watched the salesperson work for at least a month: otherwise your assessment has nothing to rest on.
What it does not do
- it is not a psychological test and does not determine a personality type; the scales are our own and have not been scientifically validated. Some items come from the public-domain IPIP item pool;
- it is not for decisions about dismissal, pay or demotion;
- it is not for hiring: the questionnaires are written for people who already work with you.
What is inside
What you get
Start-here.pdf
one page: where to begin, what is inside, how to print
01-How-to-run-the-diagnostic.pdf
9 pages: how to hand out the questionnaires, hold the conversation and write the plan
02-Employee-questionnaires.pdf and the fillable version
9 pages each: five methods, 75 items
03-Manager-assessment.pdf and the fillable version
3 pages each: 18 items about work at the deal stages
04-Questionnaires-and-scoring.xlsx
15 tabs: entering answers, scale scores, the gap between the self-assessment and the manager’s assessment, the Dynamics tab for the repeat round
05-Sample-report-E-01.pdf and E-02.pdf
10 pages each, fictional data
06-Conversation-and-90-day-plan.pdf
4 pages
07-Sample-team-summary.pdf
4 pages, fictional data
ZIP 1.5 MB, English; the spreadsheet uses Excel 2016 functions. Pages are A4; on US Letter, print with “fit to page”.
Five methods
- Work style
- What drives them at work
- Competencies by deal stage (self-assessment and manager’s assessment)
- Style with customers
- Teamwork and rules
How it works
How it works
Five methods feed one report
From the report to a 90-day plan
Questions
Questions and answers
How do I assess the salespeople on my team?
Compare the salesperson’s self-assessment with your own assessment on the same 18 items about work at the deal stages. Add questionnaires on motives, style with customers and attitude to rules. The gap between the assessments is the topic of the conversation.
Is this a DISC test or a personality test?
No. It is a structured self-assessment with its own scales. The result is not a type but answers to practical questions: how to set tasks, how to give feedback, what to develop.
How long does it take?
A salesperson spends 40 to 60 minutes on the questionnaires. You spend about 10 minutes per person on your assessment and on copying the answers into the workbook, and then hold a 60-minute conversation with each person. The whole round takes two weeks.
What does the result look like?
The workbook counts scale scores and the gap between the assessments for each salesperson. Two sample reports and a sample team summary on fictional data show how to put the result together for the conversation.
Where are the employees’ answers kept?
In your own files. In the questionnaires a salesperson is marked by a code such as E-01, and you enter the name on your side. The requirements for consent and storage depend on your country; this is not legal advice.
Can I decide on dismissal based on the result?
No. The report is for a conversation and a 90-day development plan, and the employee questionnaire says so directly.
When should the diagnostic be repeated?
After six months. The workbook has a Dynamics tab, and the report has a page called “What to compare in six months.”
How do I get the kit?
Click “Buy for $79” and pay on the Gumroad page. After payment is confirmed, we’ll email your download link. Your materials will also appear in your account. Questions: info@headofsales.me.
Author
Who made this
Author: Natalia Kotovich. About the author: nataliakotovich.com.
Updated .
Route
Before and after this
Every term on this page is explained in the sales manager’s glossary, the same one for all our materials. Free: the Sales Manager’s Map, the conversation with the owner, the first 30 days checklist, the guides “How to run a sales meeting” and “Sales funnel stages”.
The same 18 items for you and for the salesperson, and the gap between the assessments is the topic of the talk.
Buy for $79