Closing the Revenue Gap Starts With Capability, Not Guesswork

For too long, our approach to hiring good-fit talent, and enabling that talent to perform has been reactive. We launch coaching programs, hire new reps, or introduce new methodologies… and then wonder why we don’t see the outcomes we crave.

But there’s a smarter way to drive revenue performance. At Uhubs, we help CROs and Sales Leaders flip the process - and it starts by asking the one question most teams avoid:

“What’s the actual revenue gap we need to close?”

Here’s how our Strategic Team Capability Process works 👇

🎯 Step 1: Start With the Revenue Gap

Most teams design enablement or hiring programs based on instinct, trends or tech vendor advice. But those initiatives often miss the mark because they’re not tied to an actual outcome.

Instead, start with the revenue target. Define the gap between where you are and where you need to be.

This creates a clear North Star and ensures that every subsequent step - hiring, coaching, training - is focused on bridging that gap.

📊 Step 2: Diagnose the Metrics That Matter

Once the revenue gap is clear, it’s time to reverse-engineer the lagging indicators that drive revenue. These will vary by role type, but are typically your sales velocity metrics, namely:

🧮 Number of Opportunities
📈 Win Rate
💰 Average Deal Value
⏳ Average Sales Cycle Length

Then, go one step deeper - look at the leading indicators that influence those metrics:

🔍 Seller Capabilities
🧰 Pipeline Generation Activities
🧠 Process Adherence
🎯 Sales Execution Quality

These are the levers that can actually move your revenue KPIs.

🧠 Step 3: Build a Capability Profile

Now here’s where Uhubs changes the game.

We help you quantify and compare capabilities across your team by establishing a capability framework and a scalable measurement system that sticks. We combine:

A 25 minute team member assessment (comprised of 65-80 questions)
A manager or peer observation
KPI data from your CRM
Call transcript data from your sales conversations (if applicable)
‍

Uhubs Pulse check process analyses this data to give you a clear view of which capabilities are present across top performers and which ones are missing in your C-players.

As one client put it in a recent session:

“We can see the data, but we don’t know how to go further. Uhubs helps us pinpoi hich sellers are doing it well, what skills they’ve got - and how we build more like them.”

🎓 Step 4: Enablement & Hiring That Actually Works

Once you’ve mapped out the capability gaps, you can now build:

Precise hiring profiles and interview scorecards aligned to top-performer traits

Strategic enablement programs (not generic sales training)
Targeted 1:1 coaching plans

In short: you go from activity-based enablement to outcome-driven capability building.

💡 Why This Process Works

This approach isn’t just logical - it’s backed by data:

High-performing teams don’t just do more, they do the right things better
Capabilities like process adherence and execution quality are far better predictors of success than headcount or call volume
CROs that enable via insight (not instinct) build more resilient, coachable, and predictable teams

Want to See It in Action?

Uhubs helps revenue teams map their top performers, identify capability gaps, and design programs that accelerate performance on purpose.

Book a free assessment and let us show you how to:

✅ Map team capabilities

✅ Tie enablement to metrics

✅ Hire smarter and coach better