Commercial Excellence
What is Commercial Excellence?
Steps that an organization can take to define its target customers and plan the delivery of its value proposition to them, supported by excellent sales and marketing execution.
OR
Establishment of a new go-to-market model to enter new categories or markets, and also for established businesses that aim to gain a competitive advantage and target incremental growth in mature, highly competitive categories.
OR
Maximizing overall profit while increasing margins and/or market share.
All of the above are correct but these definitions are a bit unspecific.
In simple words, Commercial Excellence by RexRea definition is a group of activities which will:
- Ensure that the sales team have the best support
- Support management teams on establishing the right infrastructure
- Help root out sales productivity drains
- Align incentives and ultimately drive sales growth
- Setup a incentive model based on relevant KPI's with clear roles & responsibilities
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