Most sales teams know they have a capability gap. It's getting visibility into that gap and the actions required to close it that's the tricky part. In this episode, Johnny and Rachel unpack what that gap looks like, how to spot it, and what it actually takes to move the needle on capabilities. They share a real client case study in which identifying just two skill gaps projected a $13 million revenue uplift, and explore why deliberate, consistent skill development is the highest-return investment a sales team can make.

What We Covered

• How to recognise a capability gap — stalled deals, fee pushback, poor follow-up, and low activity
• The $12.9M case study: two skills (prospecting + an industry metric) identified through an AI-powered capability assessment
• Why the highest self-raters often aren't the ...