Are You Hitting Sales Targets… or Building True Commercial Excellence?
If you’re only measuring your sales team by monthly targets, you’re missing the bigger picture.
Yes, hitting quota matters—but commercial excellence is about building systems, habits, and capabilities that allow your business to grow repeatedly, not just occasionally.
In this article, we explore the difference between hitting sales goals and leading with commercial excellence—and how Saudi businesses can close that gap.
1. Commercial Excellence = Repeatable, Scalable Growth
Hitting a monthly target can happen with one lucky deal. Excellence means doing it quarter after quarter—with discipline.
Signs of true excellence:
- Clear sales playbooks
- Defined qualification frameworks
- Consistent onboarding and training
- Pipeline predictability
2. Sales Strategy Is Aligned With Delivery and CX
Excellence is cross-functional. If your sales team sells what operations can’t deliver, or if customers churn quickly after closing, you’re not building commercial strength.
Tip: Build your sales plans in partnership with operations and customer experience teams.
3. Performance Is Tracked Beyond Revenue
Don’t just measure “who closed what.” Track:
- Win/loss rates
- Sales cycle time
- Lead source conversion
- Customer satisfaction post-sale
These indicators show the health of your process—not just the outcome.
4. Coaching and Talent Development Are Continuous
Excellence depends on people. Sales reps don’t just need motivation—they need coaching, data reviews, feedback loops, and career paths.
Tip: Build a sales competency model and evaluate reps quarterly across skills, not just numbers.
5. Leadership Owns the Commercial Model
Commercial excellence is not a sales manager’s job alone. Founders and executives must shape, support, and measure the entire revenue engine.
Tip: Set a quarterly commercial health review with finance, operations, and sales leaders together.
Final Thought:
Commercial excellence is not just about sales—it’s about building the engine that powers growth. Saudi companies that adopt this mindset gain resilience, better talent retention, and smarter use of data.
At MAS & Partners, we work with executive teams to design commercial models that drive performance today—and scalability tomorrow.
📌 #CommercialExcellence #SalesLeadership #SaudiBusiness #SMEGrowth #CustomerExperience #KSAExecutives #MASPartners #Vision2030
