Team competency map · collective issues and their likely causes · strengths to preserve · individual gaps · 12-month correction sequence
| Observation | What it reveals | What gets addressed |
|---|---|---|
| Shared weakness The same weak competency in several people |
This is not about individuals. It is what the sales process asks for, how opportunities arrive, or what gets rewarded in team meetings. | The process, group training, what the manager measures and rewards. |
| Isolated gap One person clearly below their team’s average |
The rest of the team handles this competency well: the blockage is individual. | Targeted support, field observation, or repositioning into a better-fitting role. |
A manager who sends the whole team to training when the blockage comes from one representative wastes the budget. One who coaches individually when five share the same weakness repeats the same exercise five times without fixing anything.
It should not support a disciplinary decision or be placed in an employee file. We recommend sharing the results with each representative: a profile discussed openly achieves more than one kept by management.
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