u/Fragrant-Arm1280

Found this report doing some research and thought it was worth sharing here.

It’s called the Global Sales Capability Index 2026, basically a benchmark of sales execution quality built from dual-scored assessments where reps and managers score the same competencies independently, all linked to actual quota outcomes.

Some of the findings I didn’t expect:

76% of reps rate themselves higher than their manager does. Less than 1% are accurately calibrated. The perception gap is widest in the lowest performers, the people who need honest feedback most are the least able to see they need it.

Top-capability reps are 6× more likely to hit quota than bottom-tier peers at the same company. Same targets, same product, same territory. It’s not luck.

Coaching volume doesn’t predict performance. Direction does. Underperformers rate their manager’s coaching quality higher than top performers do. They’re getting coached, just against the wrong competencies.

29% of underperformers later hit quota, but only in organisations running continuous measurement. One-off diagnostics produced zero improvement.

The bit that hit me hardest: by the time your CRM flags a struggling rep, the capability data has already been showing it for two quarters. You’re always managing a lagging indicator.

Report is free to download if anyone wants to read the full data, link in the comments.

Curious whether any of this matches what you’re seeing in your own teams.