MAG Commercial Health Assessment | Mcclain Advisory Group

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Evaluate the health of your commercial organization and identify opportunities to accelerate growth, improve profitability, and increase enterprise value.

Use a simple 1–5 rating scale for each question:

1 = Strongly Disagree

2 = Disagree

3 = Neutral

4 = Agree

5 = Strongly Agree

Section 1: Growth Strategy

How effectively is your organization positioned to achieve sustainable growth?

Our commercial strategy is clearly aligned with the company’s overall business objectives.

We have clearly defined target industries, customer segments, and ideal customer profiles.

We consistently generate enough qualified pipeline opportunities to achieve our growth objectives.

We have a disciplined strategy for expanding existing customer relationships and acquiring new customers.

Our commercial strategy is regularly reviewed and adjusted based on market conditions and business performance.

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Section 2: Commercial Execution

How effectively does your commercial organization execute its growth strategy?

Sales opportunities are consistently qualified and reviewed through a disciplined pipeline management process.

Our sales managers regularly coach, develop, and hold their teams accountable.

Sales, Operations, Finance, and Product teams work together effectively to support customer success.

We use performance metrics and KPIs to drive accountability and continuous improvement.

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Section 3: Profitability

How effectively does your commercial organization drive profitable growth?

We understand which customers, products, and services generate the greatest profitability.

Pricing decisions follow a disciplined process rather than relying on discounting to win business.

Revenue growth decisions are evaluated based on both top-line growth and EBITDA impact.

We have a clear strategy to improve revenue quality and overall profitability.

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Section 4: Organizational Capability

How prepared is your commercial organization to sustain long-term growth?

Our commercial organization has the leadership, structure, and talent required to support our growth strategy.

Roles, responsibilities, and accountability are clearly defined across the commercial organization.

Compensation and incentive programs reinforce the behaviors needed to achieve our business objectives.

Our commercial organization adapts quickly to changing customer needs and market conditions.

We have the commercial infrastructure, governance, and processes necessary to scale the business.

If you could improve one aspect of your commercial organization today, what would it be?

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