Commercial Capability Identification
At Peoplewise we assess salespeople against the critical capabilities and beliefs that distinguish successful commercial leaders, identifying those best positioned to translate expertise into growth, build high-performing teams and deliver measurable client and business outcomes. We work with clients to get the best out of their current sales teams by helping them to understand themselves and what drives and motives them better.
Beliefs influence values, values influence behaviours and ultimately, behaviours influence performance
Beliefs influence values, values influence behaviours and ultimately, behaviours influence performance
Understanding the capabilities, mindset and behaviours that underpin sales performance is the first step in enabling salespeople to reach their full potential. While many organisations recognise when sales performance is falling short, fewer take the time to understand why. Identifying the underlying drivers of performance enables organisations to target development where it will have the greatest impact, making it one of the fastest and most cost-effective ways to unlock sales potential.
Our unique suite of psychometric tools, including The Commercial Influence Profiler (CIP) and PsyCap Potential, provide organisations with the insight needed to assess and benchmark sales capability, identify strengths and development opportunities, and support targeted personal and commercial development.
These insights provide the foundation for transforming a good salesforce into a high-performing, commercially capable team that consistently delivers greater value and results.
The challenge
Some salespeople have strong client relationships but feel uncomfortable selling, avoid commercial conversations or struggle to identify and progress opportunities.
Commercial capability therefore requires more than sales technique. It depends on the beliefs, behaviours and leadership environment that enable people to understand client needs, communicate value and confidently move opportunities forward.
Commercial capability therefore requires more than sales technique. It depends on the beliefs, behaviours and leadership environment that enable people to understand client needs, communicate value and confidently move opportunities forward.
When this matters
- Technical experts are expected to grow client relationships.
- Strong client relationships are not consistently translating into opportunities.
- Commercial performance varies significantly across otherwise capable people.
- People feel uncomfortable with “selling”.
- Managers lack a consistent way to coach commercial behaviour.
- Growth requires more people to originate and expand work.
What we help you achieve
Stronger commercial mindset
Benchmark capability, understand the underlying causes of performance and ultimately address the beliefs and assumptions that inhibit confident commercial behaviour.
Help people understand the underlying beliefs that drive sales performance.
More consistent commercial performance
Build shared language, behavioural capability and manager reinforcement across teams.
How we work
Diagnose
Use tools such as the Commercial Impact Profiler (CIP) and PsyCap Potential to understand the capabilities, beliefs and behavioural blockers shaping commercial performance.
Build
Develop commercial capability through the Ascent framework:
Awaken — build client insight and awareness.
Adapt — adapt your approach to the client’s needs.
Assert — communicate with confidence and appropriate control.
Accelerate — drive and enable action.
Use live client situations, opportunities and deals to practise behaviour in context.
Optimise and Reinforce
Coaching, personal development and behavioural pulsing to reinforce ongoing performance.
