Commercial Excellence is the application of the same discipline seen in Finance, Procurement and Operations to Sales and Marketing functions. Increasing win rates and deal size, enriching pipelines and maximizing selling time are universal client challenges. The transformation in how Commercial functions are managed has arrived hand in hand with new technology and can be just as disruptive to existing markets.
Our client processes are often not written down, or if they are do not match what actually happens on the ground. Keeping up to date with centrally driven performance improvements and new tools is a never-ending distraction for Sales & Marketing teams. A strong internal Commercial or Sales Operations team can help navigate the maze, but these are often still immature or fully committed to large structural projects.