PLEN Sales Assessment:
Commercial Identity & Strategy
"When salespeople recognize themselves as professionals, their identity becomes their best sales tool; and when motivation stems from strategic purpose, every goal transforms into an opportunity to transcend."
— Diego Altamirano, Creator of the PLEN Model & Senior Associate Consultant
The PLEN Sales Assessment is a strategic diagnostic tool designed to identify and enhance the readiness level of sales forces through a multidimensional evaluation of commercial behaviors. By unifying personal and operational transformation, we empower companies to turn every commercial interaction into a driver of profitability and long-term lasting relationships.
Anatomy of PLEN
The 4 Fundamental Pillars
Fostering peak performance by addressing four critical dimensions of commercial execution.
The Individual Pillar (Persona)
The salesperson as a whole being. We foster self-motivation, self-awareness, and personal purpose so every professional can achieve peak performance and work-life balance.
The Leader Pillar (Líder)
Strategic commercial leadership. We strengthen management skills to inspire, guide, and lead teams, establishing a highly resilient sales culture focused on execution.
The Team Pillar (Equipo)
Synergy and collaboration. We encourage open communication, mutual trust, and cohesion to align individual efforts with ambitious shared objectives.
The Business Pillar (Negocio)
Strategy and financial impact. We align sales actions and techniques with corporate business goals, ensuring profitability and commercial sustainability.
Commercial Competencies
The 8 Dimensions of Commercial Success
Each dimension is assessed through 10 specialized items, with a maximum score of 50 points (100%) per competency.
Commercial Identity
The level of self-perception and consolidation of a personal commercial brand aligned with corporate values.
Commercial Motivation
Inner drive and passion for autonomous achievement, reducing reliance on external incentives.
Key Skills
Technical command of the sales cycle, the use of high-impact powerful questions, and building rapid trust.
Habits and Routines
Daily operational discipline, prospecting protocols, and optimized schedule/time management.
Growth Plan
Structured sales career roadmap and specific goals, oriented towards long-term professional development.
Business Vision
Strategic 360° understanding and commercial intelligence across the company's entire value chain.
Lasting Relationships
The capability to shift from transactional sales to high-trust loyalty partnerships.
Leadership Capacity
The ability to direct, motivate, and coordinate sales teams with a constructive coaching approach.
Ranges & Programs
Readiness Levels & Action Plans
Establishing an analytical performance baseline to execute targeted development plans.
Strong Commercial Leader
Systematically demonstrates exemplary sales behaviors, strategic mindset, and high adaptability.
Medium Commercial Leader
Possesses adequate technical command but experiences fluctuations in habits, consistency, planning, or closing.
Low Commercial Leader
Significant areas for improvement; requires restructuring core principles, operational habits, and sales drive.
Level 1: Individual Diagnosis
Online, fast self-assessment (80 multiple-choice questions).
- Automated PLEN Model PDF report
- 8-dimension radial profile
- Actionable feedback with powerful self-reflection questions
Level 2: Commercial Alignment Workshop
8 to 16 hours (Virtual or In-person in-company).
- Consolidated team diagnostic (collective gaps)
- Action plan matrix by critical dimension
- Guided exercises facilitated by Diego Altamirano
Level 3: Coaching & Development Program
3 to 6-month journey combining 1-on-1 and group coaching sessions.
- Structured sales career roadmap
- Monitoring of real daily habits (KPIs)
- Direct mentorship with Diego Altamirano to unlock complex sales barriers
Symptoms vs. Solution
Linking Diagnostics to Business Performance
Identify operational leaks in your sales force and apply the PLEN transformation model.
Organizational Symptoms (Sales Forces Without Diagnostic)
Inconsistent Sales Cycles
The team hits targets one month and drops the next due to a lack of systematized sales routines.
Transaction and Price-Only Selling
Excessive discounts and difficulties linking the product's value to strategic client needs.
Friction Between Departments
Lack of systemic business vision, causing internal bottlenecks and unrealistic sales promises.
Metrics-Only Pressure Leadership
High employee turnover and motivation drop due to sales management based strictly on cold numbers.
The PLEN Assessment Solution
Precision Operational Habits
Daily behaviors are evaluated and structured to generate predictability and discipline in the sales pipeline.
Focus on Lasting Relationships
Training to diagnose strategic requirements and transition into high-value trusted advisors.
Business Vision Development
360° alignment of the sales force to understand how each commitment impacts final profitability.
High-Impact Commercial Leadership
Strengthening the manager's ability to mentor, inspire, and foster a healthy PLEN culture.
Deployment Process
4-Step Onboarding Timeline
Engineered to deploy with high agility without causing operational disruption to daily sales.
Scoping & Context (Week 1)
Defining corporate goals and onboarding the commercial team into the PLEN Model philosophy.
Assessment Delivery (Week 2)
Secure uploading of sales force data and launching the digital self-assessment (30 minutes average duration).
Radial Reports & Diagnostics (Week 3)
Distribution of individual profiles and the creation of a collective team gap matrix for executive management.
Action Plans & Feedback (Week 4+)
Facilitating feedback sessions and launching tailor-made training modules (workshops or coaching).
FAQ
Frequently Asked Questions
Who is the PLEN Sales Assessment designed for?
It is built for commercial directors, sales managers, sales talent recruiters, and Key Account Management (KAM) or B2B sales teams aiming to boost collective conversion.
What is the background behind the PLEN Model?
It was created by Diego Altamirano, Commercial Engineer and certified Ontological Business Coach, combining 25+ years of active leadership in diverse commercial markets with top-tier corporate performance methods.
How is data privacy handled?
All respondent answers are strictly confidential and handled in compliance with global secure database protocols, protecting candidate privacy and enterprise security requirements.
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