Target Precision
Pursue the deals worth winning and screen the rest out early, before they eat the team’s capacity.
- Market & Customer Focus
- Qualification & Deal Discipline
Win rate up, wasted pursuit down
Connected Commercial Diagnostics
Find the one constraint holding your revenue back.
Five connected diagnostics read how strategy, management, seller behaviour, deal execution and measurement actually work together. Start wide, then investigate the area that matters.
Every answer is scored, banded, and turned into a specific next move. The Commercial Effectiveness Diagnostic is the front door.
5
connected diagnostics, one commercial picture
125+
calibrated questions, individually weighted
16
dimensions, rolled up to 5 business outcomes
5
maturity bands, Emerging to Leading
10
published methods behind the scoring
What it covers
Sixteen dimensions. Five outcomes you already care about.
Nothing floats. Every dimension we measure feeds exactly one business outcome, so a soft score always points at something a leader is trying to move: a higher win rate, protected margin, deals that stop stalling.
Value Protection
The case holds up to Finance and beats the rival story already in the account, without reaching for discount.
- Value Architecture
- Commercial Framing
- Strategic Objectives
- Current & Future State
- Business Case
Protect margin and pricing power
Deal Momentum
Blockers get named early and accelerators get used, so deals keep moving instead of quietly stalling.
- Risks & Blockers
- Deal Accelerators
Shorter cycles, truer forecast
Influence Reach
Every seat on the buying committee hears a version that lands for them, and the story survives the rooms you are not in.
- Buyer & Stakeholder Orchestration
- Stakeholder Priorities
- Decision Narrative
Win the complex, multi-stakeholder deals
Commercial Engine
Ramp, honest pipeline, craft and tooling are built into how the team works, not carried by a few heroics each quarter.
- Sales Capability
- Commercial Operating Model
- Technology, AI & Enablement
Scale without watching every deal
Single-feed by design: no dimension is counted twice, so the roll-up to an outcome is honest arithmetic, not a weighting trick.
The battery
Start wide, then investigate what matters.
One assessment is the front door. The other four go deep on a specific question once the wide view shows where the constraint sits.
Commercial Effectiveness DiagnosticStart here
The organisation-level front door. How strategy, management, seller behaviour, deal execution and measurement connect in practice.
24questions
Sales Capability Diagnostic
The craft of the selling itself, with a built-in anti-gaming check on qualification discipline that a straight self-rating cannot fake.
38questions
Deal Diagnostic
A single live opportunity read against the eight elements of the Value Alignment Model, from strategic objective through to decision narrative.
19questions
Commercial Leadership Diagnostic
How the leadership layer sets direction, coaches craft and holds pipeline honesty, across the same dimensions their teams are measured on.
20questions
Individual Seller Profile
One seller’s shape across the full competency set, feeding both their own development report and the team’s cohort view.
24questions
Emergingup to 1.8
Developingup to 2.6
Establishedup to 3.4
Advancedup to 4.2
Leadingabove 4.2
Every score at every level is read against the same five bands, so a band means the same thing whether you are looking at one seller or the whole company.
See it for real
Three reports, one battery. Here is exactly what you get.
Worked examples using sample figures, not a live client. Same illustrative data, read three ways: for the individual, for the team leader, for the board.
Tier 1 · Individual
Seller development report
Qualification & Deal Discipline · Developing
Situation
In the first two or three conversations of a new opportunity, and in the pipeline review where walking away feels like losing.
Behaviour
Deals advance a stage on stated interest rather than confirmed budget and a defined project.
Impact
Unqualified deals quietly consume the depth of work every other opportunity needs; the no-decision months later gets filed as bad timing.
Where to next
Before your next 3 opportunities advance, write which of the 4 qualification checks you can confirm with evidence, not assumption. Re-read in 8 to 12 weeks.
No raw score shown to the individual, by design
Written in feedback order: purpose, then current state, then next step. The number never opens the report.
Tier 2 · Cohort
Team leader report
Market & Customer Focus4.10
Buyer Orchestration3.60
Value Architecture3.40
Sales Capability3.20
Operating Model2.40
Qualification Discipline1.80
Systemic gap · QualificationHigh variance · Operating Model
What the split means
A team-wide low score calls for a workshop. A wide spread calls for coaching the lower group. Two different actions, reported separately.
Suppressed below 5 respondents so no slice can be traced back to one person.
Tier 3 · Portfolio
Board view
Target Precision
Win rate up, waste down
Value Protection
Protect margin
Deal Momentum
Shorter cycles
Influence Reach
Win the complex
Commercial Engine
Scale without heroics
The one constraint
Target Precision is the floor, and Qualification Discipline is why. The board conversation is a capacity problem, not a hiring one.
Rolled up from every diagnostic into the five outcomes, no double-counting.
Privacy is a feature, not a footnote. A person taking the assessment never sees their own number, and no report ever shows a rank or a leaderboard. It kills the incentive to game the answers, which is why the data you get back is worth trusting.
Why you can trust the number
Ten published methods. Five jobs. Nothing invented for the occasion.
Getting an honest signal out of a person is a different problem from turning it into a score you can compare across a team, which is different again from deciding what is safe to show without the number doing damage, then turning it into action, then proving it worked. Each stage exists because the one before it is not enough on its own.
Hattie & Timperley Feed Up / Back / ForwardCCL Situation-Behaviour-ImpactKluger & DeNisi Feedback Intervention TheoryButler 1988 comments beat gradesCarver & Scheier control theoryDavid Rock SCARF status-threatAtwater & Yammarino self-observer gapGallup-class small-N suppressionKirkpatrick / Phillips evaluation ladderThe Art of Selling Value Alignment Model
Request the methodology briefFrom score to action
A soft score is not a verdict. It is the start of a plan.
Every dimension carries a fixed, book-grounded intervention keyed to the score. A gap does not produce a shrug. It produces a workshop or a coaching drill, with the effort, the content and the signal that tells you it worked. Here is the one behind the constraint above.
Qualification & Deal Discipline
The team is carrying unqualified pipeline.
Measures how rigorously opportunities are tested for a defined project, allocated budget, genuine need and account fit, before real effort goes in.
Workshop90 min, whole teamhalf-day prep
- The four qualification checks applied live to the team’s actual pipeline, no benefit of the doubt.
- Two current deals walked through the checks live, one that passes and one that does not.
- The volume-trap pattern: more pipeline hiding a conversion problem rather than solving it.
Signal it worked: fewer deals sitting at the same stage for 2+ review cycles with no new evidence. Re-read this dimension in 8 to 12 weeks.
1:1 coaching30 min per repfortnightly
- Pull two live deals and ask the rep to name the defined project and allocated budget out loud, not the hoped-for versions.
- Where they cannot, the deal is the coaching, not a hypothetical.
- Drill: one sentence per missing check naming what evidence would confirm it.
Signal it worked: the lower group’s stalled-deal rate closes toward the top group’s. Re-read in 8 to 12 weeks.
The whole loop
Take it, score it, act on it, prove it.
01
Assess
Each person answers a calibrated set on a 1 to 5 anchored scale. One link, resumable, about 15 minutes.
02
Score
Answers are weighted per question, rolled up per dimension and banded, server-side. No hand marking.
03
Read
Three reports render from the same data: individual, cohort, portfolio. Each reader sees what is safe for them.
04
Act
Each gap pulls its fixed intervention, workshop or coaching, with effort and a re-measure signal attached.
05
Re-measure
Run the battery again in a quarter. The before/after delta is where a real behaviour claim comes from.
See where your commercial constraint actually sits.
Start with the wide organisation-level view, or walk through a live sample report with us first. Either way you will leave the conversation knowing what to look at next.