Stuart Leo
Diagnostic

38 / 50Team Leadership Curves28 min read

Team Skills & Systems Database

Every skill and system a team needs at each stage of its curve — the reference behind the Team Leadership Curves.

Reach for it When you know which stage a team is at and need to name exactly what it must be able to do, and what must be running, to hold the next one.

Stuart Leo
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The framework

Structured data for AI-powered team development and assessment applications

Finance Team Skills & Systems

Skills Database

```json
{
"function": "finance",
"skills": [
{
"id": "FIN_S001",
"name": "Basic accounting principles",
"stage": "idea",
"definition": "Understanding fundamental accounting concepts, journal entries, and basic financial statements to maintain accurate records",
"category": "technical",
"complexity": 1
},
{
"id": "FIN_S002",
"name": "Cash flow management",
"stage": "idea",
"definition": "Monitoring daily cash position, managing receivables and payables to ensure business survival",
"category": "operational",
"complexity": 1
},
{
"id": "FIN_S003",
"name": "Simple budgeting",
"stage": "idea",
"definition": "Creating basic annual budgets and tracking actual vs. planned spending",
"category": "planning",
"complexity": 1
},
{
"id": "FIN_S004",
"name": "Expense tracking",
"stage": "idea",
"definition": "Recording and categorizing business expenses for tax and operational purposes",
"category": "operational",
"complexity": 1
},
{
"id": "FIN_S005",
"name": "Basic tax compliance",
"stage": "idea",
"definition": "Preparing and filing required tax returns and maintaining compliance records",
"category": "compliance",
"complexity": 1
},
{
"id": "FIN_S006",
"name": "Management accounting",
"stage": "identity",
"definition": "Developing internal financial reports and cost analysis to support business decisions",
"category": "analytical",
"complexity": 2
},
{
"id": "FIN_S007",
"name": "Financial analysis",
"stage": "identity",
"definition": "Analyzing financial performance, trends, and variances to provide business insights",
"category": "analytical",
"complexity": 2
},
{
"id": "FIN_S008",
"name": "Business partnering",
"stage": "identity",
"definition": "Collaborating with other departments to provide financial guidance and support",
"category": "communication",
"complexity": 2
},
{
"id": "FIN_S009",
"name": "Budget planning & monitoring",
"stage": "identity",
"definition": "Creating detailed budgets linked to business strategy and monitoring performance monthly",
"category": "planning",
"complexity": 2
},
{
"id": "FIN_S010",
"name": "Financial reporting",
"stage": "identity",
"definition": "Producing accurate and timely financial statements for management and stakeholders",
"category": "reporting",
"complexity": 2
},
{
"id": "FIN_S011",
"name": "Advanced FP&A",
"stage": "calibration",
"definition": "Building sophisticated financial models, forecasts, and scenario analysis for strategic planning",
"category": "strategic",
"complexity": 3
},
{
"id": "FIN_S012",
"name": "Cost optimization",
"stage": "calibration",
"definition": "Implementing activity-based costing and continuous cost improvement initiatives",
"category": "operational",
"complexity": 3
},
{
"id": "FIN_S013",
"name": "Risk management",
"stage": "calibration",
"definition": "Identifying, assessing, and mitigating financial and operational risks",
"category": "risk",
"complexity": 3
},
{
"id": "FIN_S014",
"name": "Data analysis & modeling",
"stage": "calibration",
"definition": "Using statistical analysis and financial modeling to drive data-driven decisions",
"category": "analytical",
"complexity": 3
},
{
"id": "FIN_S015",
"name": "Performance measurement",
"stage": "calibration",
"definition": "Developing KPIs and metrics that align with business strategy and drive accountability",
"category": "measurement",
"complexity": 3
},
{
"id": "FIN_S016",
"name": "Strategic finance",
"stage": "maturity",
"definition": "Leading strategic initiatives including capital allocation, business case development, and long-term planning",
"category": "strategic",
"complexity": 4
},
{
"id": "FIN_S017",
"name": "M&A analysis",
"stage": "maturity",
"definition": "Evaluating acquisition opportunities, performing due diligence, and managing integration processes",
"category": "strategic",
"complexity": 4
},
{
"id": "FIN_S018",
"name": "Capital markets",
"stage": "maturity",
"definition": "Managing relationships with investors, banks, and capital providers for funding growth",
"category": "strategic",
"complexity": 4
},
{
"id": "FIN_S019",
"name": "Predictive analytics",
"stage": "maturity",
"definition": "Using advanced analytics to forecast market trends and business performance",
"category": "analytical",
"complexity": 4
},
{
"id": "FIN_S020",
"name": "Investment evaluation",
"stage": "maturity",
"definition": "Assessing capital investments, ROI analysis, and portfolio optimization decisions",
"category": "strategic",
"complexity": 4
},
{
"id": "FIN_S021",
"name": "Financial innovation",
"stage": "mastery",
"definition": "Developing new financial products, services, and business models that create competitive advantage",
"category": "innovation",
"complexity": 5
},
{
"id": "FIN_S022",
"name": "Market analysis",
"stage": "mastery",
"definition": "Conducting sophisticated market research and competitive financial analysis for strategic positioning",
"category": "strategic",
"complexity": 5
},
{
"id": "FIN_S023",
"name": "Investor relations",
"stage": "mastery",
"definition": "Managing complex stakeholder relationships and communicating financial strategy to investment community",
"category": "communication",
"complexity": 5
},
{
"id": "FIN_S024",
"name": "Venture finance",
"stage": "initiate",
"definition": "Creating and managing new business ventures, startup funding, and entrepreneurial finance",
"category": "innovation",
"complexity": 6
},
{
"id": "FIN_S025",
"name": "Ecosystem building",
"stage": "initiate",
"definition": "Developing financial partnerships and platforms that create network effects and ecosystem value",
"category": "strategic",
"complexity": 6
},
{
"id": "FIN_S026",
"name": "Platform economics",
"stage": "initiate",
"definition": "Understanding and implementing platform-based business models and multi-sided market dynamics",
"category": "strategic",
"complexity": 6
}
]
}
```

Systems Database

```json
{
"function": "finance",
"systems": [
{
"id": "FIN_SYS001",
"name": "Cloud accounting software",
"stage": "idea",
"definition": "Basic bookkeeping systems (QuickBooks/Xero) for transaction recording and simple reporting",
"category": "accounting",
"complexity": 1
},
{
"id": "FIN_SYS002",
"name": "Basic banking",
"stage": "idea",
"definition": "Standard business bank accounts with online access for payments and deposits",
"category": "banking",
"complexity": 1
},
{
"id": "FIN_SYS003",
"name": "Simple expense tracking",
"stage": "idea",
"definition": "Mobile apps and receipt management for expense categorization and reimbursement",
"category": "expense",
"complexity": 1
},
{
"id": "FIN_SYS004",
"name": "Spreadsheet budgeting",
"stage": "idea",
"definition": "Excel-based budgets and financial planning with basic formulas and charts",
"category": "planning",
"complexity": 1
},
{
"id": "FIN_SYS005",
"name": "Basic compliance tools",
"stage": "idea",
"definition": "Simple tax preparation software and regulatory filing systems",
"category": "compliance",
"complexity": 1
},
{
"id": "FIN_SYS006",
"name": "ERP foundation",
"stage": "identity",
"definition": "Integrated business management system connecting finance with operations and sales",
"category": "integration",
"complexity": 2
},
{
"id": "FIN_SYS007",
"name": "Budget/forecast tools",
"stage": "identity",
"definition": "Dedicated budgeting software with rolling forecasts and variance analysis",
"category": "planning",
"complexity": 2
},
{
"id": "FIN_SYS008",
"name": "KPI dashboards",
"stage": "identity",
"definition": "Real-time performance monitoring with key financial and operational metrics",
"category": "reporting",
"complexity": 2
},
{
"id": "FIN_SYS009",
"name": "Integrated banking",
"stage": "identity",
"definition": "Treasury management systems with automated cash positioning and payments",
"category": "banking",
"complexity": 2
},
{
"id": "FIN_SYS010",
"name": "Financial reporting systems",
"stage": "identity",
"definition": "Automated monthly and quarterly financial statement generation",
"category": "reporting",
"complexity": 2
},
{
"id": "FIN_SYS011",
"name": "Integrated ERP",
"stage": "calibration",
"definition": "Fully integrated enterprise system with real-time data flow across all business functions",
"category": "integration",
"complexity": 3
},
{
"id": "FIN_SYS012",
"name": "BI & reporting platforms",
"stage": "calibration",
"definition": "Business intelligence systems with drill-down analysis, custom reporting, and data warehousing",
"category": "analytics",
"complexity": 3
},
{
"id": "FIN_SYS013",
"name": "Automation tools",
"stage": "calibration",
"definition": "Automated accounts payable, receivables, and reconciliation processes",
"category": "automation",
"complexity": 3
},
{
"id": "FIN_SYS014",
"name": "Cost management systems",
"stage": "calibration",
"definition": "Activity-based costing systems with real-time cost tracking and allocation",
"category": "cost",
"complexity": 3
},
{
"id": "FIN_SYS015",
"name": "Advanced analytics & dashboards",
"stage": "maturity",
"definition": "Real-time executive dashboards with predictive modeling, scenario analysis, and instant financial insights",
"category": "analytics",
"complexity": 4
},
{
"id": "FIN_SYS016",
"name": "Treasury management",
"stage": "maturity",
"definition": "Sophisticated cash management, hedging, and investment optimization systems",
"category": "treasury",
"complexity": 4
},
{
"id": "FIN_SYS017",
"name": "ESG reporting",
"stage": "maturity",
"definition": "Environmental, social, and governance reporting platforms for stakeholder transparency",
"category": "compliance",
"complexity": 4
},
{
"id": "FIN_SYS018",
"name": "Predictive AI platforms",
"stage": "mastery",
"definition": "Artificial intelligence systems for automated forecasting, anomaly detection, and decision support",
"category": "ai",
"complexity": 5
},
{
"id": "FIN_SYS019",
"name": "Market intelligence",
"stage": "mastery",
"definition": "AI-powered competitive analysis and market research platforms for strategic positioning",
"category": "intelligence",
"complexity": 5
},
{
"id": "FIN_SYS020",
"name": "Platform finance",
"stage": "initiate",
"definition": "Financial technology platforms that enable ecosystem participants to access capital and services",
"category": "platform",
"complexity": 6
},
{
"id": "FIN_SYS021",
"name": "Embedded fintech & regulatory tech",
"stage": "initiate",
"definition": "Financial services integrated into business platforms with AI-powered compliance and regulatory automation",
"category": "platform",
"complexity": 6
}
]
}
```

Database Schema Structure

Skills Schema

  • id: Unique identifier (function_type_sequence)
  • name: Skill name
  • stage: Leadership curve stage (idea, identity, calibration, maturity, mastery, initiate)
  • definition: Detailed explanation of skill competency
  • category: Skill classification (technical, operational, planning, analytical, strategic, etc.)
  • complexity: Numeric scale 1-6 representing difficulty/sophistication

Systems Schema

  • id: Unique identifier (function_type_sequence)
  • name: System name
  • stage: Leadership curve stage (idea, identity, calibration, maturity, mastery, initiate)
  • definition: Detailed explanation of system capability
  • category: System classification (accounting, banking, planning, analytics, etc.)
  • complexity: Numeric scale 1-6 representing sophistication/integration level

Potential AI Applications

  1. Team Assessment Engine: Compare current capabilities against database to identify team's leadership curve position
  2. Skills Gap Analysis: Identify missing skills/systems for progression to next stage
  3. Learning Recommendation Engine: Suggest development paths based on current position and target stage
  4. Resource Planning Tool: Estimate investment required for capability advancement
  5. Benchmarking Platform: Compare team capabilities against industry standards
  6. AI Coach: Provide personalized guidance for team development
  7. Capability Matching: Match team capabilities with project requirements or role assignments

IT Team Skills & Systems

Skills Database

```json
{
"function": "it",
"skills": [
{
"id": "IT_S001",
"name": "Basic IT support",
"stage": "idea",
"definition": "Providing fundamental technical support for computers, software, and basic network issues",
"category": "support",
"complexity": 1
},
{
"id": "IT_S002",
"name": "Cloud tools setup",
"stage": "idea",
"definition": "Configuring and managing basic cloud productivity tools and software subscriptions",
"category": "cloud",
"complexity": 1
},
{
"id": "IT_S003",
"name": "Simple automation",
"stage": "idea",
"definition": "Implementing basic automated workflows and simple integrations between tools",
"category": "automation",
"complexity": 1
},
{
"id": "IT_S004",
"name": "Cloud infrastructure management",
"stage": "identity",
"definition": "Managing multi-cloud environments, hybrid infrastructure, and cloud-native applications",
"category": "infrastructure",
"complexity": 2
},
{
"id": "IT_S005",
"name": "Digital transformation leadership",
"stage": "identity",
"definition": "Leading organization-wide technology initiatives that transform business processes and capabilities",
"category": "strategic",
"complexity": 2
},
{
"id": "IT_S006",
"name": "Zero trust security",
"stage": "identity",
"definition": "Implementing zero-trust security architecture with identity-based access controls and continuous verification",
"category": "security",
"complexity": 2
},
{
"id": "IT_S007",
"name": "Remote work infrastructure",
"stage": "identity",
"definition": "Designing and managing secure, scalable infrastructure for hybrid and remote work environments",
"category": "infrastructure",
"complexity": 2
},
{
"id": "IT_S008",
"name": "Process automation & RPA",
"stage": "identity",
"definition": "Implementing robotic process automation and workflow optimization across business functions",
"category": "automation",
"complexity": 2
},
{
"id": "IT_S009",
"name": "AI/ML implementation",
"stage": "calibration",
"definition": "Deploying artificial intelligence and machine learning solutions for operational efficiency and business value",
"category": "innovation",
"complexity": 3
},
{
"id": "IT_S010",
"name": "Data privacy & compliance",
"stage": "calibration",
"definition": "Implementing data governance, privacy-by-design, and regulatory compliance (GDPR, CCPA) frameworks",
"category": "compliance",
"complexity": 3
},
{
"id": "IT_S011",
"name": "Digital employee experience",
"stage": "calibration",
"definition": "Creating seamless, intuitive technology experiences that enhance employee productivity and satisfaction",
"category": "experience",
"complexity": 3
},
{
"id": "IT_S012",
"name": "Cloud security & governance",
"stage": "calibration",
"definition": "Managing security, compliance, and governance across multi-cloud and hybrid environments",
"category": "security",
"complexity": 3
},
{
"id": "IT_S013",
"name": "Low-code/No-code platforms",
"stage": "calibration",
"definition": "Implementing and governing citizen development platforms that democratize application creation",
"category": "development",
"complexity": 3
},
{
"id": "IT_S014",
"name": "DevOps & infrastructure as code",
"stage": "calibration",
"definition": "Implementing continuous integration, deployment, and infrastructure as code practices for scalable operations",
"category": "development",
"complexity": 3
},
{
"id": "IT_S015",
"name": "Sustainability & green IT",
"stage": "maturity",
"definition": "Implementing energy-efficient technologies and carbon footprint reduction strategies across IT operations",
"category": "sustainability",
"complexity": 4
},
{
"id": "IT_S016",
"name": "Strategic architecture",
"stage": "maturity",
"definition": "Designing enterprise technology architecture that enables long-term business strategy and innovation",
"category": "strategic",
"complexity": 4
},
{
"id": "IT_S017",
"name": "AI automation leadership",
"stage": "maturity",
"definition": "Leading organization-wide AI automation initiatives that transform business processes and create competitive advantage",
"category": "leadership",
"complexity": 4
},
{
"id": "IT_S018",
"name": "Edge computing & IoT",
"stage": "maturity",
"definition": "Implementing edge computing infrastructure and IoT solutions for real-time processing and connectivity",
"category": "infrastructure",
"complexity": 4
},
{
"id": "IT_S019",
"name": "Emerging tech evaluation",
"stage": "mastery",
"definition": "Assessing and implementing cutting-edge technologies (quantum, AR/VR, advanced AI) for competitive advantage",
"category": "innovation",
"complexity": 5
},
{
"id": "IT_S020",
"name": "Platform architecture",
"stage": "mastery",
"definition": "Building scalable technology platforms that enable ecosystem and network effects across business models",
"category": "platform",
"complexity": 5
},
{
"id": "IT_S021",
"name": "Platform creation",
"stage": "initiate",
"definition": "Designing and building technology platforms that create new markets and business models",
"category": "platform",
"complexity": 6
},
{
"id": "IT_S022",
"name": "Ecosystem orchestration",
"stage": "initiate",
"definition": "Coordinating technology across complex business ecosystems and partner networks to create network effects",
"category": "strategic",
"complexity": 6
}
]
}
```

Systems Database

```json
{
"function": "it",
"systems": [
{
"id": "IT_SYS001",
"name": "Cloud productivity suite",
"stage": "idea",
"definition": "Basic cloud-based productivity tools like Google Workspace or Microsoft 365 with collaboration features",
"category": "productivity",
"complexity": 1
},
{
"id": "IT_SYS002",
"name": "Basic security",
"stage": "idea",
"definition": "Essential security tools including antivirus, firewalls, and basic access controls",
"category": "security",
"complexity": 1
},
{
"id": "IT_SYS003",
"name": "Simple website/CRM",
"stage": "idea",
"definition": "Basic website and customer relationship management system for business operations",
"category": "business",
"complexity": 1
},
{
"id": "IT_SYS004",
"name": "Multi-cloud infrastructure",
"stage": "identity",
"definition": "Scalable multi-cloud computing infrastructure with hybrid connectivity and basic orchestration",
"category": "infrastructure",
"complexity": 2
},
{
"id": "IT_SYS005",
"name": "RPA automation platforms",
"stage": "identity",
"definition": "Robotic process automation and workflow management systems for business process optimization",
"category": "automation",
"complexity": 2
},
{
"id": "IT_SYS006",
"name": "Identity & access management",
"stage": "identity",
"definition": "Comprehensive IAM system with single sign-on, multi-factor authentication, and access governance",
"category": "security",
"complexity": 2
},
{
"id": "IT_SYS007",
"name": "Unified communications platform",
"stage": "identity",
"definition": "Integrated communication and collaboration platform supporting remote and hybrid work",
"category": "communication",
"complexity": 2
},
{
"id": "IT_SYS008",
"name": "Employee experience platform",
"stage": "identity",
"definition": "Digital workplace platform providing seamless access to applications, resources, and support",
"category": "experience",
"complexity": 2
},
{
"id": "IT_SYS009",
"name": "Business intelligence & analytics",
"stage": "identity",
"definition": "Self-service analytics and business intelligence platforms for data-driven decision making",
"category": "analytics",
"complexity": 2
},
{
"id": "IT_SYS010",
"name": "AI assistants & copilots",
"stage": "calibration",
"definition": "AI-powered productivity assistants integrated across business applications and workflows",
"category": "ai",
"complexity": 3
},
{
"id": "IT_SYS011",
"name": "Low-code/No-code platforms",
"stage": "calibration",
"definition": "Citizen development platforms enabling business users to create applications and automate processes",
"category": "development",
"complexity": 3
},
{
"id": "IT_SYS012",
"name": "Data governance & privacy",
"stage": "calibration",
"definition": "Comprehensive data governance, privacy management, and compliance automation systems",
"category": "governance",
"complexity": 3
},
{
"id": "IT_SYS013",
"name": "Zero trust security architecture",
"stage": "calibration",
"definition": "Zero-trust security framework with continuous verification, micro-segmentation, and threat response",
"category": "security",
"complexity": 3
},
{
"id": "IT_SYS014",
"name": "DevOps & CI/CD platforms",
"stage": "calibration",
"definition": "Continuous integration, deployment, and infrastructure as code platforms for agile development",
"category": "development",
"complexity": 3
},
{
"id": "IT_SYS015",
"name": "API ecosystem & integration",
"stage": "maturity",
"definition": "Comprehensive API management and integration platform enabling ecosystem connectivity and partnerships",
"category": "integration",
"complexity": 4
},
{
"id": "IT_SYS016",
"name": "Advanced AI/ML platforms",
"stage": "maturity",
"definition": "Enterprise machine learning and artificial intelligence platforms for advanced analytics and automation",
"category": "ai",
"complexity": 4
},
{
"id": "IT_SYS017",
"name": "Sustainability monitoring",
"stage": "maturity",
"definition": "Carbon footprint tracking, energy optimization, and environmental impact monitoring systems",
"category": "sustainability",
"complexity": 4
},
{
"id": "IT_SYS018",
"name": "Edge computing infrastructure",
"stage": "maturity",
"definition": "Distributed edge computing platforms for real-time processing and low-latency applications",
"category": "infrastructure",
"complexity": 4
},
{
"id": "IT_SYS019",
"name": "IoT & connected device platform",
"stage": "mastery",
"definition": "Internet of Things platforms managing connected devices, sensors, and edge computing at scale",
"category": "iot",
"complexity": 5
},
{
"id": "IT_SYS020",
"name": "Blockchain & distributed systems",
"stage": "mastery",
"definition": "Distributed ledger technology and decentralized systems for secure, transparent business processes",
"category": "blockchain",
"complexity": 5
},
{
"id": "IT_SYS021",
"name": "Platform-as-a-Service",
"stage": "initiate",
"definition": "Technology platforms that enable third parties to build, deploy, and scale applications and services",
"category": "platform",
"complexity": 6
},
{
"id": "IT_SYS022",
"name": "Emerging tech integration",
"stage": "initiate",
"definition": "Integration platforms for quantum computing, advanced AI, AR/VR, and next-generation technologies",
"category": "emerging",
"complexity": 6
}
]
}
```

Sales Team Skills & Systems (From Current Framework)

Sales Skills Database

```json
{
"function": "sales",
"skills": [
{
"id": "SAL_S001",
"name": "Personas",
"stage": "identity",
"definition": "As an organisation we have identified our ideal customer/s and developed our sales process to identify and close these customers",
"category": "targeting",
"complexity": 2
},
{
"id": "SAL_S002",
"name": "Sales methodology",
"stage": "identity",
"definition": "As an organisation we have designed a sales methodology that is used across the organisation consistently and effectively",
"category": "process",
"complexity": 2
},
{
"id": "SAL_S003",
"name": "Sales plan",
"stage": "identity",
"definition": "As an organisation we have a defined method of building and executing sales plans to secure our ideal customer",
"category": "planning",
"complexity": 2
},
{
"id": "SAL_S004",
"name": "Customer journey",
"stage": "calibration",
"definition": "As an organisation we mapped our customer journey and aligned activities, information and technology to maximise the sales opportunities across the customer journey",
"category": "process",
"complexity": 3
},
{
"id": "SAL_S005",
"name": "Role definition",
"stage": "identity",
"definition": "As an organisation we defined the sales role/s clearly and can effectively train, deploy and support the growth of our sales roles",
"category": "people",
"complexity": 2
},
{
"id": "SAL_S006",
"name": "Performance architecture",
"stage": "calibration",
"definition": "As an organisation we have designed and implemented with success a performance based rewards system to drive the right behaviours for sales",
"category": "performance",
"complexity": 3
},
{
"id": "SAL_S007",
"name": "Conversion tools",
"stage": "calibration",
"definition": "We provide and regularly review the effectiveness of our tools, offers or processes to convert prospects",
"category": "tools",
"complexity": 3
},
{
"id": "SAL_S008",
"name": "Sales team development",
"stage": "calibration",
"definition": "As an organisation we have a documented program to develop our sales teams in order to equip and empower their performance",
"category": "development",
"complexity": 3
},
{
"id": "SAL_S009",
"name": "Sales strategy",
"stage": "maturity",
"definition": "Our sales leaders have a process for preparing, documenting and communicating the sales strategy for our organisation",
"category": "strategic",
"complexity": 4
},
{
"id": "SAL_S010",
"name": "Knowledge management",
"stage": "calibration",
"definition": "As an organisation we have a process to capture sales knowledge and share this knowledge with sales team members",
"category": "knowledge",
"complexity": 3
},
{
"id": "SAL_S011",
"name": "Sales leadership development",
"stage": "maturity",
"definition": "As an organisation we have identified sales leaders and have program for developing their skills and performance",
"category": "leadership",
"complexity": 4
},
{
"id": "SAL_S012",
"name": "Team specialisation",
"stage": "maturity",
"definition": "As an organisation we have developed specialised teams to target specific buyers and these teams are equipped and empowered to achieve results",
"category": "specialization",
"complexity": 4
},
{
"id": "SAL_S013",
"name": "Account planning",
"stage": "maturity",
"definition": "As an organisation we have a process for planning services and products to our B2B Accounts and/or our consumer customers",
"category": "account_mgmt",
"complexity": 4
},
{
"id": "SAL_S014",
"name": "Channel & partner sales",
"stage": "mastery",
"definition": "As an organisation we have designed and executed a process for channel and partner based sales",
"category": "partnerships",
"complexity": 5
},
{
"id": "SAL_S015",
"name": "Retention & growth strategy",
"stage": "mastery",
"definition": "As an organisation we have designed and executed a program to retain and grow our key customers in order to increase customer lifetime value",
"category": "growth",
"complexity": 5
},
{
"id": "SAL_S016",
"name": "Account partnerships",
"stage": "initiate",
"definition": "Our top customers are seen as partners where customised solutions are co-created through mutual business alignment",
"category": "partnerships",
"complexity": 6
}
]
}
```

Sales Systems Database

```json
{
"function": "sales",
"systems": [
{
"id": "SAL_SYS001",
"name": "Sales CRM",
"stage": "identity",
"definition": "Our organisation has a cloud platform which is the single source of truth for all sales data and communication",
"category": "crm",
"complexity": 2
},
{
"id": "SAL_SYS002",
"name": "Customer feedback",
"stage": "identity",
"definition": "We receive feedback at the right stages of the customer journey and this data is tracked against the customer in the CRM",
"category": "feedback",
"complexity": 2
},
{
"id": "SAL_SYS003",
"name": "Forecasting",
"stage": "calibration",
"definition": "As an organisation we have an ability to forecast revenue accurately using our customer data",
"category": "analytics",
"complexity": 3
},
{
"id": "SAL_SYS004",
"name": "Performance dashboards",
"stage": "calibration",
"definition": "Our organisation has reports and dashboards which communicate the relevant metrics to track sales performance",
"category": "reporting",
"complexity": 3
},
{
"id": "SAL_SYS005",
"name": "Sales automation",
"stage": "calibration",
"definition": "As an organisation we have eliminated manual steps in processing and use workflow automation to accelerate the processing of sales",
"category": "automation",
"complexity": 3
},
{
"id": "SAL_SYS006",
"name": "Lead qualification",
"stage": "calibration",
"definition": "Within our CRM we have a methodology to qualify and assess sales deals, therefore focusing attention on the highest priority prospects",
"category": "qualification",
"complexity": 3
},
{
"id": "SAL_SYS007",
"name": "CPQ automation",
"stage": "maturity",
"definition": "Within our CRM we have the ability to deliver an end to end digital experience to quote, sign, contract, invoice a sales process",
"category": "automation",
"complexity": 4
},
{
"id": "SAL_SYS008",
"name": "Deal collaboration",
"stage": "maturity",
"definition": "As an organisation we have the ability to collaborate across sales and customers on the data records ensuring all collaborators can see the required information to deliver on the customer journey",
"category": "collaboration",
"complexity": 4
},
{
"id": "SAL_SYS009",
"name": "Digital contract automation",
"stage": "maturity",
"definition": "Our organisation has a digital contracting process which ensures the security of data, the correct file keeping of contracted agreements and can create, issue and execute sales or general contracts quickly and easily to our customers or suppliers",
"category": "automation",
"complexity": 4
},
{
"id": "SAL_SYS010",
"name": "Revenue recognition",
"stage": "maturity",
"definition": "As contracts are paid in part or full we have the ability to see the revenue recognised against sales opportunities and customer account records",
"category": "finance",
"complexity": 4
},
{
"id": "SAL_SYS011",
"name": "Learning management system",
"stage": "calibration",
"definition": "We have identified the learning outcomes our sales team need and have built a learning management system to support their growth and maturity",
"category": "learning",
"complexity": 3
},
{
"id": "SAL_SYS012",
"name": "Coaching platform",
"stage": "maturity",
"definition": "As an organisation we can use the performance data we have to provide useful and insightful coaching to improve the performance of our sales team",
"category": "coaching",
"complexity": 4
},
{
"id": "SAL_SYS013",
"name": "Sales AI",
"stage": "mastery",
"definition": "Our technology platforms use AI (Augmented or Artificial Intelligence) to effectively improve sales programs or the customer experience",
"category": "ai",
"complexity": 5
},
{
"id": "SAL_SYS014",
"name": "Partner community",
"stage": "mastery",
"definition": "We have developed partner sales channels and enabled these partners through online resources and tools to effectively acquire customers",
"category": "partnerships",
"complexity": 5
},
{
"id": "SAL_SYS015",
"name": "Sales analytics",
"stage": "mastery",
"definition": "As an organisation the right people can access, on any device, actionable insights on the sales process, sales person and sales performance",
"category": "analytics",
"complexity": 5
}
]
}
```

Organic Assessment Applications

Conversation Analysis: AI listening to sales calls, detecting mentions of "we don't have a clear process for..." → flags missing SALES METHODOLOGY

Email Pattern Recognition: Team discussions about inconsistent forecasting → identifies gap in FORECASTING system

Meeting Intelligence: Leadership asking "how do we track partner performance?" → surfaces need for PARTNER COMMUNITY platform

Document Mining: Sales team sharing spreadsheets instead of using unified system → indicates CRM maturity gap

Behavioral Signals: Manual contract processing workflows → highlights need for DIGITAL CONTRACT AUTOMATION

Cross-Function Listening: Marketing complaints about lead quality → correlates to LEAD QUALIFICATION system gaps

This approach builds comprehensive capability profiles through natural organizational intelligence rather than forced assessments.

Keep sending the definitions! This knowledge graph is going to be incredibly powerful for both human assessment and AI-driven team development.

Marketing Team Skills & Systems

Marketing Skills Database

```json
{
"function": "marketing",
"skills": [
{
"id": "MKT_S001",
"name": "Research & market fit",
"stage": "identity",
"definition": "We conduct research on a regular basis to ensure our products and services are needed or wanted and through this refine our market fit",
"category": "research",
"complexity": 2
},
{
"id": "MKT_S002",
"name": "Personas",
"stage": "identity",
"definition": "We have translated our target markets into human personas that shape our message, content requirements and go to market",
"category": "targeting",
"complexity": 2
},
{
"id": "MKT_S003",
"name": "Keywords & SEO",
"stage": "identity",
"definition": "As an organisation we have identified our target keywords from which we will build our search optimisation and content",
"category": "digital",
"complexity": 2
},
{
"id": "MKT_S004",
"name": "Brand foundations",
"stage": "identity",
"definition": "As an organisation we have clarified and put the foundations in place for our brand purpose, principles, positioning, articulated our competitive advantages, developed a look and a feel for our brand personality and can articulate how our team should act through brand practices",
"category": "branding",
"complexity": 2
},
{
"id": "MKT_S005",
"name": "Customer journey",
"stage": "calibration",
"definition": "We have mapped the journey our customers experience identifying what messages and content we need to deliver, what steps or actions our teams need to take and what data should be captured in order to provide an excellent experience",
"category": "experience",
"complexity": 3
},
{
"id": "MKT_S006",
"name": "Content planning",
"stage": "calibration",
"definition": "We plan the content we are producing to target our identified personas and support specific stages of the customer journey",
"category": "content",
"complexity": 3
},
{
"id": "MKT_S007",
"name": "Acquisition strategy",
"stage": "calibration",
"definition": "We have identified one or more channels where we know we can secure leads, some of which will go on to become customers through a sales and marketing process",
"category": "demand_gen",
"complexity": 3
},
{
"id": "MKT_S008",
"name": "Social foundations",
"stage": "calibration",
"definition": "We have identified one or more social channels in which to engage with our customers and stakeholders and provide regular updates",
"category": "social",
"complexity": 3
},
{
"id": "MKT_S009",
"name": "Performance planning",
"stage": "calibration",
"definition": "As an organisation we have identified the key metrics marketing contribute to and have implemented the systems to track and show value at an individual and team level",
"category": "analytics",
"complexity": 3
},
{
"id": "MKT_S010",
"name": "Role definition",
"stage": "identity",
"definition": "As an organisation we have clarified the marketing team structure, the roles within it and communicate this regularly to all relevant stakeholders in and out of the team",
"category": "organization",
"complexity": 2
},
{
"id": "MKT_S011",
"name": "Marketing team development",
"stage": "calibration",
"definition": "As an organisation we have a plan in place to grow the skills of the marketing team and each individual",
"category": "development",
"complexity": 3
},
{
"id": "MKT_S012",
"name": "Brand strategy",
"stage": "maturity",
"definition": "As an organisation we understand where our brand needs to be positioned, where our competitors are positioned, what our customers want in our brand and we are executing a process to close or defend those gaps as required",
"category": "strategic",
"complexity": 4
},
{
"id": "MKT_S013",
"name": "CX strategy definition",
"stage": "maturity",
"definition": "We have defined how we acquire, retain and grow our customers and track the performance of this across the customer journey with key metrics",
"category": "strategic",
"complexity": 4
},
{
"id": "MKT_S014",
"name": "Omni channel media management",
"stage": "maturity",
"definition": "We have expanded our acquisition strategy to include more than two channels and now have media campaigns communicating to all personas and supporting all stages and touchpoints of the customer journey",
"category": "multichannel",
"complexity": 4
},
{
"id": "MKT_S015",
"name": "Pricing strategy",
"stage": "maturity",
"definition": "We have implemented a pricing strategy to maximise margins across every product and service and can track this to identify areas of improvement",
"category": "pricing",
"complexity": 4
},
{
"id": "MKT_S016",
"name": "Team specialisation & leadership development",
"stage": "maturity",
"definition": "As an organisation we have identified subject matter experts in marketing that can provide deep expertise and we have a plan in place to grow these leaders",
"category": "leadership",
"complexity": 4
},
{
"id": "MKT_S017",
"name": "Customer co-creation",
"stage": "mastery",
"definition": "As an organisation we include our customers in the creation of new products and services and can deliver new products or services knowing our customers have refined them to success",
"category": "innovation",
"complexity": 5
},
{
"id": "MKT_S018",
"name": "Brand portfolio management",
"stage": "mastery",
"definition": "As an organisation we have planned our brand structure and have a process in place to manage the performance of all brands the organisation controls",
"category": "portfolio",
"complexity": 5
},
{
"id": "MKT_S019",
"name": "Product development",
"stage": "initiate",
"definition": "As an organisation we have a program in place to identify market gaps for new products and are actively investing in the creation of new products or services on a regular basis",
"category": "innovation",
"complexity": 6
}
]
}
```

Marketing Systems Database

```json
{
"function": "marketing",
"systems": [
{
"id": "MKT_SYS001",
"name": "Web/Mobile CMS",
"stage": "identity",
"definition": "We have implemented a digital experience that allows our team to update digital content through a content management system",
"category": "content",
"complexity": 2
},
{
"id": "MKT_SYS002",
"name": "Analytics foundations",
"stage": "identity",
"definition": "We have implemented systems to track our customer behaviour and can surface actionable insights on digital behaviours across the customer journey",
"category": "analytics",
"complexity": 2
},
{
"id": "MKT_SYS003",
"name": "Email",
"stage": "identity",
"definition": "We have implemented a platform to send email to our database on a timely manner",
"category": "communication",
"complexity": 2
},
{
"id": "MKT_SYS004",
"name": "CRM",
"stage": "identity",
"definition": "Our organisation has a cloud platform which is the single source of truth for all customer data and communication",
"category": "crm",
"complexity": 2
},
{
"id": "MKT_SYS005",
"name": "Campaign workflow",
"stage": "calibration",
"definition": "Our organisation has a cloud based, single source of truth for campaign workflow that allows team members to collaborate on marketing campaigns, projects and tasks",
"category": "workflow",
"complexity": 3
},
{
"id": "MKT_SYS006",
"name": "Marketing automation",
"stage": "calibration",
"definition": "As an organisation we have the ability to automatically send the right message to the right customer at the right time using a marketing automation platform which powers our email, sms, advertising and content",
"category": "automation",
"complexity": 3
},
{
"id": "MKT_SYS007",
"name": "Prospect analytics",
"stage": "calibration",
"definition": "We have implemented analytics which tracks each prospect and we use this actionable data to provide a better customer experience",
"category": "analytics",
"complexity": 3
},
{
"id": "MKT_SYS008",
"name": "Campaign ROI dashboards",
"stage": "calibration",
"definition": "As an organisation we can see dashboards which report marketing campaign performance and therefore make decisions to improve this discipline",
"category": "reporting",
"complexity": 3
},
{
"id": "MKT_SYS009",
"name": "Digital asset management",
"stage": "calibration",
"definition": "As an organisation we have a system to store and catalogue our digital marketing assets which means it's easy to find, share and collaborate on marketing collateral",
"category": "asset_mgmt",
"complexity": 3
},
{
"id": "MKT_SYS010",
"name": "Learning management system",
"stage": "calibration",
"definition": "We have identified the learning outcomes our marketing team need and have built a learning management system to support their growth and maturity",
"category": "learning",
"complexity": 3
},
{
"id": "MKT_SYS011",
"name": "Dynamic research",
"stage": "maturity",
"definition": "As an organisation we are capturing customer feedback based on a customer's stage and touchpoint in the journey and able to show actionable insights on the data being captured",
"category": "research",
"complexity": 4
},
{
"id": "MKT_SYS012",
"name": "Customer community",
"stage": "maturity",
"definition": "We have built a customer community that allows customers to engage with one another and/or with us as the brand and therefore positively build our brand engagement",
"category": "community",
"complexity": 4
},
{
"id": "MKT_SYS013",
"name": "Personalisation",
"stage": "maturity",
"definition": "We have implemented systems to ensure we speak with our customers in a personal manner at all relevant stages and touchpoints of the customer experience",
"category": "personalization",
"complexity": 4
},
{
"id": "MKT_SYS014",
"name": "Data management platform",
"stage": "mastery",
"definition": "We use data to dynamically communicate with our prospects across multiple media channels and as more prospects engage our data becomes smarter and more effective",
"category": "data_platform",
"complexity": 5
},
{
"id": "MKT_SYS015",
"name": "Chat bots",
"stage": "mastery",
"definition": "We have enabled chat bots to improve the customer experience by allowing our customers to engage with us at any time to answer questions or resolve problems",
"category": "automation",
"complexity": 5
},
{
"id": "MKT_SYS016",
"name": "AI",
"stage": "mastery",
"definition": "We have implemented augmented or artificial intelligence to improve the customer experience and can demonstrate an improved ROI through this technology",
"category": "ai",
"complexity": 5
}
]
}
```

Service Team Skills & Systems

Service Skills Database

```json
{
"function": "service",
"skills": [
{
"id": "SVC_S001",
"name": "Mono channel support",
"stage": "idea",
"definition": "We have identified a need for customer support and provide a method for customers to reach us for support",
"category": "support",
"complexity": 1
},
{
"id": "SVC_S002",
"name": "Support roster",
"stage": "idea",
"definition": "As an organisation we have a planned roster of people who receive our support requests and respond to them",
"category": "organization",
"complexity": 1
},
{
"id": "SVC_S003",
"name": "Feedback register",
"stage": "idea",
"definition": "We compile all our customer service requests into a single register for tracking purposes",
"category": "tracking",
"complexity": 1
},
{
"id": "SVC_S004",
"name": "Customer journey",
"stage": "identity",
"definition": "We have mapped the journey our customers experience identifying what messages and content we need to deliver post purchase, what steps or actions our service teams need to take and what data should be captured in order to provide an excellent service experience",
"category": "experience",
"complexity": 2
},
{
"id": "SVC_S005",
"name": "Performance metrics",
"stage": "identity",
"definition": "As an organisation we have identified the key metrics service contribute to and have implemented the systems to track this to show value at an individual and team level",
"category": "measurement",
"complexity": 2
},
{
"id": "SVC_S006",
"name": "Role definition",
"stage": "identity",
"definition": "As an organisation we have clarified the service team structure, the roles within it and communicate this regularly to all relevant stakeholders in and out of the team",
"category": "organization",
"complexity": 2
},
{
"id": "SVC_S007",
"name": "Dual channel support",
"stage": "identity",
"definition": "As an organisation we now provide more than one channel for customers to contact us for service or support requests",
"category": "support",
"complexity": 2
},
{
"id": "SVC_S008",
"name": "Policies & procedures",
"stage": "calibration",
"definition": "We have documented policies and procedures for how we handle customer service requests which the customer service team are trained on",
"category": "process",
"complexity": 3
},
{
"id": "SVC_S009",
"name": "Service team development",
"stage": "calibration",
"definition": "As an organisation we have a plan in place to grow the skills of the service team and each individual",
"category": "development",
"complexity": 3
},
{
"id": "SVC_S010",
"name": "Issue categories",
"stage": "calibration",
"definition": "As an organisation we have identified specific categories of service requests for which we can now tailor service responses and communication journeys",
"category": "categorization",
"complexity": 3
},
{
"id": "SVC_S011",
"name": "Response time tracking",
"stage": "calibration",
"definition": "We have the systems and the capability to track response times on our customer service cases",
"category": "tracking",
"complexity": 3
},
{
"id": "SVC_S012",
"name": "CSO appointed",
"stage": "calibration",
"definition": "We have appointed a senior executive who is leading the growth and development of the service team",
"category": "leadership",
"complexity": 3
},
{
"id": "SVC_S013",
"name": "Customer retention strategy",
"stage": "maturity",
"definition": "As an organisation we have identified a systematic way to retain our customers to increase customer life time value",
"category": "retention",
"complexity": 4
},
{
"id": "SVC_S014",
"name": "Omni channel support",
"stage": "maturity",
"definition": "As an organisation we are now providing support through more than 2 channels of digital communication",
"category": "support",
"complexity": 4
},
{
"id": "SVC_S015",
"name": "Service based sales",
"stage": "maturity",
"definition": "We have identified how, and trained, our service team to support new sales through quality customer service and can demonstrate consistent results",
"category": "sales_support",
"complexity": 4
},
{
"id": "SVC_S016",
"name": "Team specialisation",
"stage": "mastery",
"definition": "As an organisation we have identified subject matter experts in service that can provide deep expertise and we have a plan in place to grow these leaders",
"category": "specialization",
"complexity": 5
},
{
"id": "SVC_S017",
"name": "Customer co-creation",
"stage": "mastery",
"definition": "As an organisation we include our customers in the creation of new products and services and can deliver new products or services knowing our customers have refined them to success",
"category": "innovation",
"complexity": 5
}
]
}
```

Service Systems Database

```json
{
"function": "service",
"systems": [
{
"id": "SVC_SYS001",
"name": "Support email address",
"stage": "idea",
"definition": "Our organisation has a dedicated email account to receive service or support requests",
"category": "communication",
"complexity": 1
},
{
"id": "SVC_SYS002",
"name": "Document management",
"stage": "idea",
"definition": "Our service team are able to identify, gather, read and store all relevant documents relating to customer service issues (contracts, warranties, quotes, invoices, product assets, for example)",
"category": "documentation",
"complexity": 1
},
{
"id": "SVC_SYS003",
"name": "Service CRM",
"stage": "identity",
"definition": "Our organisation has a cloud platform which is the single source of truth for all customer service data and communication which includes case or ticket management for support / service queries",
"category": "crm",
"complexity": 2
},
{
"id": "SVC_SYS004",
"name": "Case management",
"stage": "identity",
"definition": "We have a structured process of raising cases (or similar) for customer support issues and can track these cases through the service stages to a successful resolution",
"category": "case_mgmt",
"complexity": 2
},
{
"id": "SVC_SYS005",
"name": "Reports & dashboards",
"stage": "identity",
"definition": "As an organisation we can see dashboards which report service performance and therefore make decisions to improve this discipline",
"category": "reporting",
"complexity": 2
},
{
"id": "SVC_SYS006",
"name": "Dynamic surveys",
"stage": "calibration",
"definition": "As an organisation we are capturing customer service feedback based on a customer's stage and touchpoint in the journey and able to show actionable insights on the data being captured",
"category": "feedback",
"complexity": 3
},
{
"id": "SVC_SYS007",
"name": "Learning management system",
"stage": "calibration",
"definition": "We have identified the learning outcomes our service team need and have built a learning management system to support their growth and maturity",
"category": "learning",
"complexity": 3
},
{
"id": "SVC_SYS008",
"name": "Knowledge base",
"stage": "calibration",
"definition": "Our teams and our customers can access a cloud based knowledge base to accelerate learning on their purchased product or service",
"category": "knowledge",
"complexity": 3
},
{
"id": "SVC_SYS009",
"name": "Email automation",
"stage": "calibration",
"definition": "As an organisation we have identified when and how to use email automation to provide personalised service communication to our customers",
"category": "automation",
"complexity": 3
},
{
"id": "SVC_SYS010",
"name": "CTI",
"stage": "calibration",
"definition": "We have integrated our phone systems with our CRM to allow for effective routing of calls to the right person, better tracking of calls received or made, ease of dialing out to customers and/or ease of recording calls for coaching or accuracy",
"category": "telephony",
"complexity": 3
},
{
"id": "SVC_SYS011",
"name": "Live agent",
"stage": "maturity",
"definition": "Our online content includes a live agent which allows customers to place customer service requests from the browser",
"category": "chat",
"complexity": 4
},
{
"id": "SVC_SYS012",
"name": "Field service",
"stage": "maturity",
"definition": "As an organisation we have simplified the field service role by creating a digital experience for our agents to support map based travel routes, task status, image capture, quote creation, credit card payments and customer service feedback",
"category": "field_service",
"complexity": 4
},
{
"id": "SVC_SYS013",
"name": "Self service portal",
"stage": "maturity",
"definition": "We provide an online portal where our customers can access personalised content such as purchased product information, account details, purchasing history, contracts / warranties, invoices, knowledge articles and service requests",
"category": "self_service",
"complexity": 4
},
{
"id": "SVC_SYS014",
"name": "Chat bots",
"stage": "mastery",
"definition": "We have enabled customers to self serve at anytime with questions to a chat bot who can resolve customer service issues",
"category": "automation",
"complexity": 5
},
{
"id": "SVC_SYS015",
"name": "AI",
"stage": "mastery",
"d

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