G Behavioural competence HF-D8.1-001 transversal 8 umiejętności
Commercial capability
Recognises opportunities for revenue and margin in contacts with customers and the market, and acts on them with offers and agreements.
W jaki sposób serwis hrmforce to mierzy
- Metoda oceny
- Assessment centre · rho 0.29 (SD 0.09)
- hrmforce narzędzie
- Big Fifty, Competency Check, 360 Feedback
- Kompetencje (50-ramowe)
- Commercial acumen
- Możliwość szkolenia
- medium
- Prognoza popytu na lata 2026–2030
- rising
Multiple exercises, multiple assessors, dimension-wise scoring.
Jest to kryterium selekcji, a nie krótkoterminowy cel programistyczny. Nie należy opracowywać trzy miesięcznego planu programistycznego w tym zakresie.
Kotwice behawioralne
| Poziom | Zachowanie na tym poziomie |
|---|---|
| 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 i N4 celowo nie zostały przypisane do konkretnych punktów odniesienia. Oceniający umieszczają je pomiędzy punktami odniesienia, zgodnie z konwencją O*NET.
Podstawowe umiejętności
Umiejętności te dziedziczą ścieżkę oceny oraz punkty odniesienia behawioralne tej konstrukcji.
| T | Umiejętności | Definicja | Prognoza popytu na lata 2026–2030 |
|---|---|---|---|
| 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 |