Why scaling starts with sales
Most change projects start with strategy. I start with sales, because that is where you see what really works in a business.
Sales show the real state of the business
Strategy is often built on assumptions. Sales provide facts: whether the market needs the product, whether its value is understood, whether the processes work and whether the team is ready.
That is why a sales diagnostic reveals the constraints of a business faster and more precisely than a strategy session. And decisions based on facts are easier to implement.
You can only scale what repeats
If sales results depend on the talent of a few people, a new market means looking for new talent. If the results come from a model, a new market means carrying the model over.
One sales model and one forecast turn growth from a hope into a plan.
Three parts of the approach
A salesperson’s experience
I ran complex B2B deals worth hundreds of thousands and millions of dollars myself. The recommendations come from practice, not from a textbook.
A consultant’s methodology
Four phases and four work streams. Every step has a defined result.
A psychologist’s knowledge
The behaviour of buyers, salespeople and leaders. The thing that decides whether changes last.
Methodology without psychology does not become behaviour. Psychology without methodology does not produce numbers.
How this approach differs
| Sales training | CRM rollout | One sales model | |
|---|---|---|---|
| What changes | Salespeople’s knowledge | The record-keeping tool | Process, tools, metrics and behaviour |
| Who owns the result | Each salesperson individually | IT or the CRM administrator | The owner and the sales leaders |
| How it is measured | Scores after the training | How complete the system is | Forecast accuracy, conversion, deal cycle |
| What happens to behaviour | Often returns to the familiar | Not part of the project | Addressed in every phase |
The cycle
Assessment, Design, Implementation, Run & Scale. After the fourth phase the cycle repeats for the next team, country or product, only faster: the model exists and simply needs to be carried over.
Start with a conversation about your sales
A short, free call will show whether you need an Assessment and how large it should be.