The Framework
If Sales ARC™ describes how the conversation is led, the Sales Growth Wheel describes who leads it. It is not a test. It is a compass.
Everything in a diagnostic conversation passes through the person leading it. Self-mastery is the ability to manage yourself under pressure: your emotional reactions, your impulses and the inner roles that switch on when a deal is at risk.
It includes emotional intelligence, boundaries as professional ethics, recognising your own automatic patterns, courage when the system pushes back, and coherence over time. A seller is the instrument of the decision — and an instrument has to be in tune before it is used.
The professional identity of a diagnostic seller. Each dimension can be developed on its own — none of them works without the centre.
The assumptions you act from — not “positive attitude”. It moves from push, through reactive and mixed, to premium and systemic. Abundance here means the ability to select: offer only what is right.
Leading the decision space. Leadership is not dominance but architecture: mentoring instead of pitching, and the right to say “not yet” or “not at all”. A leader of decisions, not a leader of sales.
Knowing the system in which the product becomes a decision: how things fail, where they typically break — and being able to say “here we are not competent”.
Strategy is first of all a decision about what not to do. The seller is the filter of strategy at the front line and a guardian of long-term integrity — toward the buyer and toward their own company.
Public presence as an extension of diagnosis. Marketing works as pre-agreement and positioning as a fit filter: the right buyers arrive already knowing how you work.
Without learning, all progress is accidental. Deliberate practice of micro-skills — openings, root-cause questions, holding silence, soft landing — plus peer coaching and writing.
The wheel is a conversation starter — with yourself, with a mentor, with a team. It works in short cycles.
Look at the centre and the six dimensions. Where are you today — not where you would like to be seen?
Choose one for the next four to six weeks, and one small, repeatable change in behaviour. Not a goal — a habit.
Review what changed in real conversations, then choose the next focus. Progress comes from iteration, not from a score.
The Sales Growth Wheel carries the logic of the Agile Coaching Growth Wheel — a community model developed since 2018 on the competency framework of Lyssa Adkins and Michael Spayd — into the profession of the seller.
The idea is the same: a profession grows when its practitioners have a shared map of what “good” looks like, and a way to talk about it.
Sales ARC™ leads the conversation. Sales Meta-ARC watches what is above it. The Sales Growth Wheel develops the person who holds both. Chapters 6 and 7 of the book.