Commercial Impact Profiler
Do you want to develop your salespeople to be the best they can be? Do they have the knowledge, skills and experience but their commercial performance doesn’t always match their potential?
Knowledge, skills, and experience tell you what someone can do, but not necessarily what drives how they apply it.
The Commercial Impact Profiler (CIP) is an assessment that uncovers the underlying belief patterns shaping commercial behaviour. By making these psychological drivers visible, it provides an additional lens on commercial potential and effectiveness, supporting more informed selection decisions and targeted workforce development.
What differentiates stronger commercial performers?
Peoplewise’s research identified five core belief domains associated with commercial performance. Examining the top 5% of commercial performers revealed distinctive patterns in how these beliefs are expressed.
The CIP assesses each domain through underlying Motivators, providing nuanced insight into how people interpret commercial situations, make decisions, and translate capability into action.
Unlike skills, knowledge, or fixed personality traits, beliefs can evolve. With awareness, they can be examined and reshaped, creating opportunities to change how they influence decisions, behaviours and ultimately, commercial outcomes.
The five domains include:
Success – beliefs about pursuing and sustaining success
Control – beliefs about what shapes results and how much we can influence them
Workstyle – beliefs about how best to apply time, energy and effort
Influence – beliefs about how we create impact through others
Communication – beliefs about how we create understanding and move people forward through conversation
Best uses
- High potential identification
- Talent and Succession planning
- Individual Commercial Development
- Leadership and Manager Development
- Team Commercial Effectiveness
- Coaching Programmes
- Commercial Transformation
Key features
- Completed online via the secure Enable platform
- Available reports include individual profiles and development plans
- Data dashboards and analytics via the Enable platform
- Benchmarks and comparisons against international norm groups
- Profiles strengths and risks of individuals and aggregate populations
Case study
Commercial Impact Profiler in action
Challenge
A large professional services firm in the legal sector needed to elevate how their Business Development Managers engaged with clients.
The goal was to move beyond transactional relationships to deliver distinctive client experiences, build deeper C-suite relationships, articulate unique value in competitive situations, and identify new growth opportunities.
Approach
We combined Ascent, our behaviour-led commercial performance framework, with the CIP to transform how professionals thought about and approached business development.
The CIP provided insight into participants’ commercial beliefs and motivators, complemented by client interviews exploring what clients value in trusted partnerships. These insights shaped a bespoke Trusted Partner programme for 97 EMEIA professionals, combining workshops, executive coaching and practical application.
Participants applied their insights directly through live account planning, peer coaching and impact reviews, turning learning into measurable business results.
