Personalizing Sales Training at ABB with Revenue Storm’s Sales Competency Indicator™ Assessment

Revenue Storm is a global sales effectiveness firm that combines proven behavioral science, proprietary methodologies, and intelligent CRM apps with expert-led training and coaching to help organizations win more business, faster. Trusted by organizations in 82 countries and 7 languages, our approach improves win rates, sales execution, and measurable revenue outcomes.

If you are nominating a brand-new product or service, state the date on which it was released. If you are nominating a new version of an existing product or service, state the date on which the update was released:

Sept 2024-2025

Describe the features, functions, and benefits of the nominated product or service (up to 2,000 characters):

Revenue Storm is nominating the ABB implementation of the Sales Competency Indicator(TM) (SCI) Assessment to personalize sales development, which started Sept 2024 and is ongoing globally.

The SCI is the starting point for any sales training journey. It gives individuals a clear view of where to focus their development to elevate their sales performance. The assessment, followed by a 1-hour webinar, provides individuals with a personal 18-month learning journey to impact their actual sales results.

Our research show that salespeople typically use one of 3 approaches to selling: transactional sale, a solutions-oriented sale, or a business consulting sale. The report enables individuals to see if they are consistent or inconsistent in their desired Go-to-Market approach, and where in the sales cycle, that may lead to undesirable sales outcomes. The automated coaching insights not only recommend what they can do better, but how competitors could gain advantages if that sales behavior does not change.

The goal is to identify patterns in selling, turn that into insight and guidance, to motivate behavior change by clarifying the path forward. For Sales Managers, it is a great tool to help understand their team, provide more targeted coaching, re-set expectations, and identify sales training needs. For the organization, the summarized report shows training prioritizations to help the most people in the most critical competencies.

Unique Features

• Deep Behavioral Insight: Measures 29 sales competencies and 32 personality attributes to reveal strengths, blind spots, and development priorities.
• Willingness: The SCI identifies willingness to shift behavior. This insight creates enthusiasm and commitment to execute their training plan.
• Motivators for the Salesforce: Financial rewards is not always the primary motivator. The SCI uncovers their primary motivators and provides insight and ideas on how to create a more motivational environment.
• Hiring / Onboarding: Salespeople are often great during interviews as they are selling themselves. The SCI report adds data-driven science into talent decisions and an onboarding training plan.
• Role Changes and Reorganizations: To leverage existing staff and product/service knowledge, there is a Role View feature that can be customized to enable a quick view of potential fit for role.
• Multiple Languages: We added Spanish and French to our English capabilities in 2025, with more to come in 2026.

Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 2,000 characters):

The SCI has become the fuel to launch ABB's regional sales training. It has provided personalized learning roadmaps for salespeople, coaching maps for managers, and sales training prioritization to improve sales performance. ABB SCI customer satisfaction comments and statistics include: "The SCI gave our team the right competencies and attribute insights aligned to our GTMS. It helped us refine our Go-to-Market decisions and sharpen coaching across Europe."

• Jan-Willem Bos, Head of Sales Europe, BL Pulp & Paper

"The SCI is the perfect tool for managers and employees to develop their own growth plans. The reports strengthened leadership and ensured teams acted on the insights."

• Christyne St-Onge, HR EL M&S Community Leader & HR Leader, U.S. Marketing & Sales, Electrification

With SCI and enablement webinars, ABB reported: