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Category 1 of 8
Commercial Strategy and Ownership
Assess how clearly the commercial strategy is defined, how well it aligns with the overall direction of the business, and how effectively it is owned and resourced at leadership level.
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1
The business has a clearly defined commercial strategy that sets out target markets, ideal customer profiles and revenue priorities.
2
The commercial strategy is directly aligned with the overall business strategy and reviewed at least annually.
3
The commercial team understands the business model and can articulate gross margin, pricing logic and the commercial levers available to them.
4
There is a clear value proposition that is consistently used across the commercial team and updated as the market evolves.
5
The business has a defined view of its competitive positioning and how it wins against key alternatives.
6
Commercial strategy is owned and championed at senior leadership level, not just within the sales function.
7