We often fix problems by adding: new tools, new reports, new processes. But every addition adds weight.
What if the real performance boost comes from subtraction?
Discover how simplifying your commercial system can increase your Sales Velocity — and help your team travel lighter.
Tag Archives: commercial excellence
Performance vs. Results: A Question That Hit Home
During a recent session with executive leaders, one of the participants asked a question that genuinely stopped me in my tracks: “Emre, throughout the day, you’ve been explaining the difference between performance and results. But when you speak about your business, you say you get paid based on your clients’ results. Isn’t that contradictory?” AContinue reading “Performance vs. Results: A Question That Hit Home”
Excellence vs. Perfectionism in Quantum Selling: The Invisible Line That Changes Everything
In today’s complex, fast-moving sales environment, the difference between excellence and perfectionism isn’t just philosophical—it’s strategic. One expands possibility, the other collapses it. One builds trust and flow, the other creates pressure and control. In Quantum Selling, this difference can make or break the relational field between buyer and seller. Seeking Excellence means aiming high while embracing growth, presence, andContinue reading “Excellence vs. Perfectionism in Quantum Selling: The Invisible Line That Changes Everything”
Balancing Client Quantity and Revenue Quality in Business
This week, I had a fascinating discussion with a business owner about the size of a business and the balance between client quantity and revenue quality. The question was simple yet profound: Is it better to generate €2M with 18 clients, or €1.8M with just 10 clients? The answer, as with most things in business,Continue reading “Balancing Client Quantity and Revenue Quality in Business”
The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World
In the fast-paced business world, we often romanticize the *salesperson of yesterday*, imagining a bygone era of personal connections, simpler transactions, and trusted relationships. But here’s a provocative idea: *the salesperson of yesterday never existed.* What we understand today as the role of a salesperson is, in fact, a relatively new concept, born outContinue reading “The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World”
Path to commercial excellence
When discussing commercial excellence, we overthink instructions, training, analysis, and metrics. I already wrote about it…the key to commercial excellence is clarity. What exactly do you want to achieve? The answer can change from one year to another. Therefore, there is no one correct answer. You can look for growth at all costs during three years, and after, you might want to look for profit optimization.
Once you have clarity, all you need is to coach your team. And please…
Commercial Excellence Simplified – Part 2
In the previous post (Commercial Excellence simplified), I took your attention to the foundation of commercial excellence, selectivity.
Of course, in today’s complex business environment, “selectivity” requires a detailed breakdown. The four commercial excellence pillars are strategy, Performance, Operations, and Technology. (SPOT)
Commercial excellence simplified
Commercial excellence is a fancy vague term. It sounds like only big multinationals can afford to work on commercial excellence. Indeed its foundations lie in the basics of commerce. Over the centuries, merchants have primarily used the principles of commercial excellence to survive in the business….
Learning for Performance 