Step 06 · Capabilities
Capabilities per function
28 capabilities · 49 micro-behaviors
One capability library per function
Every capability is defined, tied to a KPI, and decomposed into observable behaviors — the atomic unit Sylla measures and coaches.
Sales
OwnerOwn healthcare revenue execution end-to-end — from discovery to close.
Improve healthcare-specific discoveryMulti-thread hospital buying committeesSharpen executive value articulation
Sales capabilities · 7
Sales capability 1/7
Healthcare Discovery Excellence
Definition
Conduct discovery that uncovers hospital-specific pains, clinical workflow constraints, budget drivers, and measurable business outcomes.
Business alignment
Directly supports win rate and pipeline conversion for healthcare enterprise deals.
KPI ownership
Discovery quality scoreStage 2 conversionWin rateSales cycle length
Micro-capabilities · 4
Observable behaviors Sylla measures & coaches
1
Hospital clinical-workflow diagnosis
Ask targeted questions about clinical throughput, staff burden, and patient outcomes.
Observable behaviorNames two specific workflow constraints in the first discovery call.
Evidence · Meeting recordingEvidence · Discovery scorecard
2
Financial pain quantification
Turn qualitative pain into quantified $ / bed / month impact.
Observable behaviorEnters quantified pain into CRM opportunity within 24h of discovery.
Evidence · CRM fieldEvidence · Deal review
3
Multi-stakeholder question chaining
Sequence questions across clinical, financial, and IT stakeholders.
Observable behaviorDocuments three distinct stakeholder perspectives per opportunity.
Evidence · Account plan
4
Discovery-to-value hypothesis
Convert discovery findings into a testable value hypothesis before demo.
Observable behaviorDelivers a written value hypothesis before every demo.
Evidence · Deal artifactEvidence · Manager review