Schedule a call
Home > Talent Development > Sales Team Development
PXT Select® & Everything DiSC® Sales | Behavioral Deal Mapping™

A Sales Leadership
Gold Mine of Data and Coaching Tools.

Most sales leaders manage reps by results alone -- and miss the behavioral data that explains why some reps close and others don't. Strategic Dynamics connects PXT Select® hiring benchmarks, Everything DiSC® Sales, and Behavioral Deal Mapping™ into one coaching system built for your entire team.
Schedule a Strategy Call Call for Pricing: (602) 920-8093
PXT Select® Authorized Partner Everything DiSC® Authorized Partner Behavioral Deal Mapping™ Practitioners Phoenix, AZ -- Serving Sales Teams Nationwide
67%
of salespeople miss quota every year
Salesforce, 2025
3x
higher win rates when reps adapt to buyer style
CSO Insights
57%
of the buying decision is made before a rep is involved
CEB/Gartner
6-10
stakeholders involved in the average B2B purchase
Gartner, 2025
"We keep hiring reps who look great in interviews and underperform in the field."
No objective benchmark means every hire is a bet. PXT Select® changes that.
"Our reps sell the way they're comfortable selling -- not the way buyers want to buy."
DiSC Sales reveals each rep's natural style and teaches them to flex to the buyer.
"We lose deals late because we're talking to the wrong person in the account."
Behavioral Deal Mapping™ maps the buying committee so your team stops getting surprised.
The Sales Development System

Four data points. One complete picture of how your team sells -- and how to make them better.

Each step builds on the one before it. By the end, every sales leader has a benchmark for future hires, a coaching plan for every current rep, and a framework for navigating the buying committee on every deal.
Step 1 Benchmark your team PXT Select® Sales Assessment Score each rep against a proven sales performance model. See exactly where they have natural advantage and where they need coaching. Create a benchmark that becomes your standard for every future sales hire. Learn about PXT Select® >
Step 2 Reveal how each rep sells Everything DiSC® Sales Every rep has a natural selling style. Some push hard on features. Some build relationships first. Some go straight to data. DiSC Sales makes each rep's style visible -- and teaches them to read buyer behavior and adapt in real time. Learn about DiSC® Sales >
Step 3 Map the buying committee Behavioral Deal Mapping™ In complex B2B sales, the person your rep talks to is rarely the person who decides. Behavioral Deal Mapping™ helps your team identify every stakeholder in an account, understand their behavioral style, and align their approach to how the decision actually gets made. Learn about Behavioral Deal Mapping™ >
Step 4 Get a custom team coaching report PXT Select® + DiSC® Sales Combined A practical playbook built from both the PXT Select® hiring assessment findings and the Everything DiSC® Sales profiles for every rep on your team. Tells you how to develop each rep, what to coach, and exactly what profile to hire for next. Schedule a Strategy Call >
Step-by-Step

What each tool does and why it belongs in your sales system.

Each tool is powerful on its own. Together, they give sales leaders a complete picture of how their team sells, what each rep needs to improve, and how to build the buying committee strategy that wins more deals.
Step 1 -- PXT Select® Stop hiring on gut instinct. Start hiring on data. PXT Select® measures cognitive ability, behavioral traits, and occupational interests against a validated sales performance model. Every candidate gets a Job Fit score. Every current rep gets benchmarked. The result: an objective picture of who your best performers have in common -- and a standard for every hire that follows.
  • - Job Fit score for every candidate
  • - Benchmark built from your best performers
  • - Cognitive ability, behavioral traits, interests measured
  • - Legally defensible hiring data
  • - Onboarding Report activated at the offer letter
> Explore PXT Select® Pre-Employment Assessment
Step 2 -- Everything DiSC® Sales Teach your reps to sell the way buyers want to buy. Most reps sell in the style that feels natural to them -- not in the style that matches their buyer. A high-D rep pushes for the close with a high-C buyer who needs data and time. That mismatch loses deals that should have been won. Everything DiSC® Sales gives every rep a clear picture of their selling style, what they do well, where they create friction, and how to read buyer cues and flex their approach in real time.
  • - Each rep's natural selling style revealed
  • - Customer buying styles mapped (D, i, S, C)
  • - Real-time adaptation strategies per buyer type
  • - Manager coaching guidance for each rep
> Explore Everything DiSC® Sales
Step 3 -- Behavioral Deal Mapping™ Stop losing deals because you're talking to the wrong person in the account. In complex B2B sales, 6-10 stakeholders are involved in the average purchase decision. Most reps build one relationship and assume that person controls the outcome. Behavioral Deal Mapping™ is Strategic Dynamics' proprietary framework -- developed by Tom Williams, former hospital CEO and VP of Sales -- that teaches your team to map every stakeholder, identify their behavioral style, and build a coordinated approach to the entire buying committee.

This is where DiSC Sales and deal strategy converge. Your team doesn't just know how they sell -- they know how each buyer buys, and they have a framework for navigating the committee that makes the decision.
  • - Map every stakeholder: economic buyer, technical buyer, user buyer, coach
  • - Identify each stakeholder's behavioral style using DiSC
  • - Build messaging tailored to how each decision-maker is wired
  • - Align team approach to how the decision actually gets made
  • - Stop getting surprised late in the deal by unknown influencers
  • - Apply to live deals in the field immediately after the workshop
> Learn more about Behavioral Deal Mapping™
Step 4 -- Custom Team Coaching Report One report. Every rep. A complete picture of your sales team's strengths, gaps, and next hire profile. The custom sales development report is tailored based on which program is selected -- PXT Select® only, Everything DiSC® Sales only, or both combined. Designed to give sales leadership actionable insight at every level of the organization -- from the sales manager coaching individual reps, to the regional manager looking across multiple teams, to the VP of Sales building a strategic picture of the entire organization. It is not a generic DiSC summary. It is built around the specific people on your specific team.
  • - Rep-by-rep coaching priorities based on both assessments
  • - Team-wide strengths and behavioral gaps identified
  • - Next hire profile built from your top performers
  • - Deal coaching recommendations by rep style
  • - Manager guidance for delegation and feedback by individual
  • - Behavioral Deal Mapping™ integration for complex accounts
FAQ

What sales leaders ask before getting started.

Do we need to run PXT Select® on our existing reps if they're already hired?
Yes -- and for a different reason than hiring. Running PXT Select® on your existing team gives you a behavioral and cognitive benchmark built from your actual performers. You can see what your top reps have in common, identify where your mid-performers need coaching, and create a data-driven profile for every future sales hire. It turns your current team into your hiring standard.
What is Everything DiSC® Sales and how is it different from a regular DiSC assessment?
Everything DiSC® Sales is a version of the DiSC assessment built specifically for salespeople and sales managers. Where a standard DiSC Workplace assessment focuses on communication and collaboration in a general work environment, DiSC Sales focuses on selling styles, customer buying styles, and how to adapt your approach to match how different buyers make decisions. Every rep gets their own profile, and managers get coaching guidance for developing each rep based on their individual style.
What is Behavioral Deal Mapping™ and who is it for?
Behavioral Deal Mapping™ is Strategic Dynamics' proprietary framework for mapping the buying committee in complex B2B sales. It combines the stakeholder mapping principles from strategic selling methodology with DiSC behavioral science -- so your team doesn't just know who the players are in an account, they know how each person is behaviorally wired and how to approach them.

It's designed for B2B sales teams dealing with complex, multi-stakeholder deals -- medical device, technology, professional services, healthcare systems, and any sale where the person your rep talks to is not the person who ultimately decides.
What does the custom team coaching report include?
The custom sales development report is tailored based on which program is selected -- PXT Select® only, Everything DiSC® Sales only, or both combined. It is not a generic output. It is built around the specific people on your team and designed to give sales leadership actionable insight at every level:

For Sales Managers -- rep-by-rep coaching priorities, individual selling style profiles, and guidance on how to delegate, give feedback, and develop each direct report based on their behavioral data.

For Regional Managers -- a cross-team view of behavioral strengths and gaps across their reps, with coaching recommendations that scale across multiple teams or locations.

For VPs of Sales -- a strategic picture of the entire sales organization: where top performers cluster behaviorally, where the team is exposed, what the next hire profile should look like, and how the buying committee framework can be applied to high-value accounts across the region.

Pricing is customized based on team size and program selected. Schedule a Strategy Call or call (602) 920-8093.
Can this program be delivered remotely or does it require in-person facilitation?
Both options are available. The PXT Select® assessment and Everything DiSC® Sales assessment are completed online -- no in-person component required. Facilitation of the DiSC Sales workshop and Behavioral Deal Mapping™ can be delivered virtually, in-person, or as a hybrid depending on your team's location and preferences. Strategic Dynamics serves sales teams nationwide from Phoenix, AZ.

Ready to build a sales team that knows how to sell to every buyer?

Start with a strategy call. We'll assess your current team, identify the gaps, and build a program that turns behavioral data into better deals and better hires.
Schedule a Strategy Call Call for Pricing
Strategic Dynamics  |  Phoenix, AZ -- Serving Sales Teams Nationwide  |  info@strategicdynamicsfirm.com  |  (602) 920-8093