Commercial organisations, and in particular those growing, tend to resist change and reflection and become less effective over time. This is due to the fast paced environment that commercial functions operate in - a minute not spent selling is a lost sale. And so legacy structures and proven ways of doing things prevail, even under pressure.

This prevents the opportunity to step out of the day-to-day business and interrogate whether the alignment of actions to strategy is still perfectly congruent. Do the targets still relate to the root causes of success, or do they incentivise symptoms of success? Even more critically, are the right indicators being measured and are they being measured correctly? Is this data used to improve and continuously evolve the commercial approach? Is the data collection and automation system fit for purpose?

These are the type of questions that Black Bear Strategy has extensive experience in answering and which help clients in optimising their commercial operations, leading directly to increased sales or improved efficiency, reflected in lower costs of sales.

Contact Black Bear Strategy for more information or for a discussion on how this applies to your organisation.