Acuity
For Sales Leadership
About Acuity
Acuity for Strategic Sales
​The Acuity model sets out the key personal drivers and attributes that determine success in a strategic, business-to-business sales environment. These were identied following a comprehensive review of credible and robust behavioural research, encompassing more than 20,000 client-facing professionals. The research is clear; people who exhibit the Acuity capabilities perform better in strategic sales roles than their peers.​
The Acuity Model consists of 3 dimensions, covering the WHY, WHAT and HOW of success in strategic sales. Each dimension is broken down into 3 capabilities, each of which is underpinned by a number of subscales.​​​
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Personal Drive (WHY)​
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Motivation
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Goal focus
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Self-belief
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Sales Focus (WHAT)
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Gathers knowledge
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Educates the client
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Drives the sale
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Interpersonal Insight (HOW)
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Perspective taking
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Interpersonal style
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Connectedness​
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Benefits of Using Acuity
The key benefits of Acuity are:
Increased employee retention and engagement ​
Enhanced sales performance among high and core performers
Tailored development interventions that maximise training investment
Better hiring decisions and reduced recruitment costs
Research has shown that high scorers on Acuity:
Achieve higher performance ratings
Average 23% more revenue than peers
More likely to exceed sales targets
Boost collaboration & teamwork
By recognising and respecting the diverse change styles within a team, and the unique contributions they provide, organisations can foster a more inclusive, and collaborative team environment.
Acuity Reports
The Acuity Manager report contains an assessment of the individual against the Acuity for Strategic Sales Model. The comprehensive report shows the individual's scores in each of the 3 dimensions and 9 capabilities.
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The report clearly identifies the individual's capability strengths (green), benchmark capabilities (yellow) and development priorities (red).
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Further report pages outline development tips and resources where there are development priorities related to each capability.
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There is also available the Acuity Technical report covering more technical information about the individual's scores and response style.
Acuity Assessment
For further information about the Acuity assessment, please see the Acuity website.​​​
Acuity Accreditation
To use Acuity, you must have the British Psychological Society (BPS) Test User qualification and attend Acuity training.​​​
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For BPS Test User training combined with Acuity accreditation, please contact us.