Four phases of work on sales
Assessment, Design, Implementation, Run & Scale. Each phase is a separate service with its own result.
How the work is structured
The phases follow one another, but you commit only to the current one. You decide on the next phase once you have seen the result of the previous one.
- 1AssessmentDiagnostic
How each team sells, where the gaps between them are, and what the baseline metrics look like.
- 2DesignOne model
Shared deal stages, rules, KPIs and a single forecast model.
- 3ImplementationRollout
Launch in the teams: CRM, training on live deals, coaching for sales leaders.
- 4Run & ScaleSupport and scaling
Regular forecast reviews and carrying the model into new markets.
What the owner gets in each phase
| Phase | What happens | Result for the owner |
|---|---|---|
| Assessment | Analysis of the sales process, CRM, forecast and metrics. Comparison of teams and markets. Interviews and a behavioural diagnostic. | The as-is picture, gaps between teams, bottlenecks, baseline metrics, a roadmap of changes |
| Design | Designing shared deal stages, rules, roles, KPIs and the forecast model together with the team leaders. | A documented sales model and an implementation plan |
| Implementation | Launching the model in the teams, configuring the CRM and reports, training on live deals, coaching the leaders. | Teams work to one model and the owner receives the first single forecast |
| Run & Scale | Regular forecast reviews, key deal reviews, coaching, carrying the model over to new teams and markets. | A stable forecast and a model that grows with the business |
What determines scope and timeline
- The number of sales teams and countries.
- The number of salespeople and leaders.
- The complexity of the deals and the length of the sales cycle.
- The state of the CRM and reporting.
The scope, timeline and fee for each phase are fixed in a proposal after the first conversation. There is no standard price list, because a company with one team and a group with teams in four countries need different work.
How to start
- A short conversation about your situation, free of charge.
- A proposal for the Assessment: scope, timeline, fee, result.
- The Assessment and a presentation of the results.
- Your decision on the next phases.
Questions and answers
Do I have to go through all four phases?
No. Each phase ends with a result you can use on your own. After the Assessment or Design you can stop and implement the changes with your own team.
Can we start straight from Design or Implementation?
Only if you already have a recent sales diagnostic with metrics for every team. Without it the model would have to be built on assumptions.
Do you work with companies that have a single sales team?
Yes. One model and one forecast matter for a single team too, if the result depends on a few people or the company is preparing to grow.
Start with a conversation about your sales
A short, free call will show whether you need an Assessment and how large it should be.