Frequently Asked Questions

A capability is something a role needs to do well, like objection handling for Sales or giving feedback for managers. Each role has up to eight Role Capabilities, and each capability has four levels: Weak, Developing, Capable and Advanced. Capable is the standard for the role. It is the third of four levels, never the top, so the bar is reachable. Elliott drafts each role's capabilities from the role, your company profile and your own documents. The person who runs the team, for example your Head of Sales, edits and signs them off. Your Sales leader sets the standard for Sales, not HR.