Can field sales success be measured? Yes, it can! For a highly differentiated analysis of features determining sales success, every member of the sales unit is assessed in terms of 45 dimensions; for executives, 25 additional items are used. The system finds out the efficiency from 3 or 4 angles: the personal conduct, the leadership of customers, the leadership of the business and the leadership of employees. The result is a map, in which every sales representative is marked according to his/her assessment – and it shows three competence zones: the good ones (who almost need no guidance), the commuters (who rather bumble through and need a steady performance leap) and the TBFs (to be fired). Afterwards, the executives develop and implement human resources strategies for every sales representative – in accordance with his/her individual profile.