We don’t arrive with a programme. We start with a diagnosis.
No two sales organisations underperform in the same way. Buying a fix before the cause is understood is how improvement programmes fail. Our method is the same each time; where it focuses depends on the problem you bring. It runs in four steps, and the first two shape everything after them.
The four steps
Diagnose
We follow the problem wherever it leads across the four dimensions of our Sales Excellence Framework: strategy and customer focus, team and talent, data and enablement, and commercial planning and activation. We build the evidence together with your leaders and your team, often in workshops, alongside interviews and observing real work. Where the two groups disagree is often the most valuable finding. The diagnosis stands on its own: it usually takes weeks rather than months, and there is no obligation to go further.
Prioritise
Not everything worth fixing is worth fixing first. We take you through the evidence and give you our view on which changes will move revenue soonest. We agree the priorities with you on that evidence; where the effort goes is your decision.
Design
We design the changes with the people who will run them. Making them stick is designed in from the start: we work backwards from how your business will run them once we have gone.
Deliver
We work alongside your leaders and teams on your live opportunities and accounts, proving changes in real work with real customers. New ways of working are anchored in a review and planning rhythm your people own, and measured, so you can see whether they have taken.
Working Together
What each side brings
The work is shared, and it goes best when both sides are clear from the start about what they are putting in.
What we bring
An independent view, a way of building the evidence with your leaders and your team, and first-hand experience of commercial leadership inside operating businesses.
What we ask of you
A senior sponsor who stays involved, time from the people closest to the work, and help with access to the people, data and documents it depends on. How much of each varies with the work, and we agree it at the start.
Where it ends
With your people running the new ways of working without us.
Who we work with
European companies where key relationships drive the business
Companies selling complex or technical products or services through direct B2B sales forces, in competitive markets where customer relationships and key accounts drive the business.
The quickest way to find out whether we can help is to talk.