G Behavioural competence HF-D8.1-001 transversal 8 skills

Commercial capability

Recognises opportunities for revenue and margin in contacts with customers and the market, and acts on them with offers and agreements.

How hrmforce measures this

Multiple exercises, multiple assessors, dimension-wise scoring.

This is a selection criterion, not a short-term development goal. Do not put a three-month development plan on it.

Level	Behaviour at this level
N1 Guided	Reports to the account manager which customer wish could lead to an additional assignment. works under supervision and follows instruction · routine, one variable at a time · own task
N3 Proficient	Discusses additional services with existing customers on own initiative and records the revenue opportunity in the customer file. sets own approach and seeks input proactively · several variables, some ambiguity · own team or process
N5 Leading	Sets the commercial course for the organisation, chooses which markets are served and accounts for those choices to the board. sets the standard and the policy · strategic, under high uncertainty · organisation, value chain or profession

N2 and N4 are deliberately not anchored. Raters place them between the anchors, following the O*NET convention.

These skills inherit the assessment route and the behavioural anchors of this construct.

T	Skill	Definition	Demand outlook 2026 to 2030
G	Spotting commercial opportunities Opportunity spotting	Recognises concrete opportunities for extra revenue or margin in customer conversations and signals.	rising
G	Turning customer needs into an offer	Translates a stated customer need within short time into a fitting and sellable offer.	rising
G	Acting on revenue targets Target driven selling	Directs own effort and agenda towards achieving agreed revenue and sales targets.	rising
G	Safeguarding margin in customer contact Margin discipline	Keeps the own margin in view during customer conversations and does not give away value needlessly.	rising
G	Building rapport that wins deals Rapport building	Builds trust and goodwill quickly so that the customer is willing to award the work.	rising
G	Probing for the buying motive Buying motive discovery	Probes until it is clear which interest or motive drives the customer towards purchase.	rising
V	Cross-selling and upselling Upsell	Offers additional or higher value products alongside a current customer request where these truly fit.	rising
V	Commercial networking at events Business networking	Makes targeted contact at fairs, congresses and meetings and follows up useful contacts afterwards.	rising