Does your sales team actually know how to sell?

What Target Selling Insights Measures

TSI evaluates knowledge of effective sales strategies across the complete 6-stage B2B sales process from prospecting through close. By using real-world sales scenarios and comparing responses to research-validated best practices, you get a clear answer to: does this person know the strategies that separate closers from chronic pipeline builders?

What TSI does NOT measure: Personality traits, behavioral tendencies, motivation, drive, or work ethic. It also doesn't predict whether someone will actually apply their knowledge. That's where assessments like TriMetrix come in. TSI tells you what they know. TriMetrix tells you if they're wired to use it.

Evaluting the Six Sales Stages

TSI independently scores sales knowledge of six critical stages: Prospecting (identifying potential buyers and preparing strategically), First Impression (building trust and rapport in initial interactions), Qualifying (discovering what prospects will buy, when, and under what conditions through effective questioning), Demonstration (presenting solutions that fulfill stated or implied needs), Influence (building value and overcoming doubts to solidify belief), and Close (asking for commitment, handling final objections, and completing the transaction).

How TSI Works and What You Get

TSI presents real-world B2B sales scenarios with four response options ranked from most effective to least effective strategy. Responses are compared to research-validated best practices from top sales professionals using a weighted scoring system (certain stages impact overall success more than others). Each assessment receives a Sales Acumen Score (0-100) indicating overall sales effectiveness, a Category Breakdown showing performance in each of the 6 stages, Question Analysis revealing how often they chose the most vs. least effective strategies, and Personalized Tips with targeted improvement recommendations based on identified gaps.