Overview
Capability Reviews give managers a structured way to assess and support a seller’s development across key sales behaviors. These reviews enable performance reflection, guide coaching conversations, and help track growth over time.
Managers can access reviews through the Track > Capability Reviews section, where they can complete assigned reviews, view self-assessments from their team, and revisit prior submissions to support coaching and development planning.
What Is a Capability Review?
A Capability Review is a scheduled assessment where individuals are evaluated on behaviors tied to their role. Depending on your program’s setup, reviews may involve a self-assessment by the seller, manager feedback, or both.
Reviews may include:
- Behavior-based ratings using a standard rubric
- Optional written feedback
- Side-by-side comparisons of manager and seller responses (if both complete a review)
Each review helps:
- Identify development opportunities
- Recognize progress and strengths
- Support coaching and goal setting
- Track improvement over time
Completing a Capability Review
You’ll receive an email from noreply@richardsonaccelerate.com when a review is assigned to you. Click the link in the email or navigate to Track > Capability Reviews in the platform to access open reviews.
To complete a review:
- Click the review title or Resume to begin or continue
- Review the list of behaviors and corresponding rating scales
- Select a rating for each behavior
- Submit the review when finished
If your seller has completed a self-assessment, you’ll see their responses alongside yours for comparison.
Using Review Results in Coaching
Capability Reviews are most useful when followed by a conversation. Use the completed review to:
- Compare your ratings with the seller’s self-assessment
- Discuss any differences in perception
- Reinforce observed strengths
- Identify specific gaps to focus on
- Set follow-up objectives to continue development
Tip: To save a record or prepare for a coaching session, click the Download PDF button in the top-right corner of the review screen.
Viewing Past Reviews
From the Track > Capability Reviews section:
- Use the toggle in the top-right corner to switch between active and past reviews
- View historical data on completed assessments
- Reference past reviews to track performance trends and follow up on past coaching items
Key Benefits for Managers
- Gain visibility into your team’s development areas
- Support sellers with targeted feedback
- Align reviews with Pathways and Objectives
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Create a feedback loop that encourages growth
Questions? Reach out to Support and we’ll be happy to help.