Successful organisations embrace the concept of commercial excellence as a management philosophy that constantly strives to set new standards for front-end competitive edge.
Organisations engaged in commercial excellence typically seek to find the right balance between efficiency and effectiveness. Why? Simply because doing things the right way matters only if doing the right things.
The concept of commercial excellence has its origin in the highly measurable production activities of a business. Manufacturing operations gave rise to the concept of operational excellence, and over time these principles (e.g. minimising time, continuous improvement of quality and benchmarking towards peers) have spread to the front-end activities of sales and marketing. Thus, the essence of commercial excellence is to achieve excellent performance in everything that a business does in its front-end functions.