Performance
IN THIS LESSON
What We’re Achieving
Commercial leadership isn’t just about working hard—it’s about working on the right things. This module builds the habits and perspective to consistently generate deal flow, prioritize high-impact activities, and operate with the mindset of an owner. The goal: become known not just as a reliable executor, but as a revenue-driving leader who creates opportunities others can’t ignore.
Key Learning Areas
Transitioning from execution to origination and ownership.
Building a sustainable pipeline through thought leadership, relationships, and visibility.
Developing a differentiated presence in your market—and turning that presence into consistent opportunities.
Operating with commercial focus: prioritizing what moves the needle and letting go of what doesn’t.
Deepen Your Understanding and Translate Insights into Action
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Are you known for a distinct point of view or sector insight that differentiates you in the market?
Do your stakeholders reach out for your perspective proactively—or only when a deal is already in play?
Have you mapped out your “franchise plan” for what you want to be known for 2–3 years from now?
Do you spend the majority of your time on activities that directly build revenue and influence?
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Strategic Revenue Plan: Define your commercial target for the next 24 months. Break it into deal sizes (e.g., $2M, $5M, $10M+), product or initiative mix, and client verticals. Reverse-engineer the pipeline required—then identify coverage/domain gaps and actions to close them.
Franchise Differentiation Blueprint: Write down three ways you can stand apart in your space—whether through proprietary content, cultivating a sub-sector/domain niche, or convening high-value conversations.
Visibility Activation: Select one relevant upcoming forum, conference, or client roundtable. Pitch a topic or angle that reflects your expertise. Start small if needed—the goal is momentum. Visibility leads to credibility, and credibility drives inbound opportunities.
Real-World Challenge
30-Day Momentum Campaign: Track all your origination efforts, follow-ups, and strategic conversations over the next month. At the end, map outcomes to deal flow, visibility created, or relationships advanced. The discipline isn’t just in doing the work—it’s in measuring whether your activity is producing outcomes.