Our Approach
 In working with sales teams over the years, we’ve seen that the signs of ineffective teams are easy to spot, but can be difficult to correct. These signs include:

  • Sales pipelines that are more like pipe dreams and have no value for forecasting revenues. There are no key metrics to indicate the salespeople are doing the right things to fill the pipeline. The focus is on “making calls” rather than adding value for the client.

  • Qualification of opportunities and setting the probability of success is based on what was done (presentations/demonstrations) instead of what is known.

  • Salespeople are spending too much time trying to find customers and not enough time learning about their customer’s business.

  • The organization is losing market share or isn’t growing as fast as competitors.

  • There is little loyalty from clients, more than 10% choose a different vendor each year.

  • There is a revolving door in your sales organization. Salespeople aren’t effective quickly and there is a sense that the wheel must be reinvented for each large opportunity.

When most sales organizations try to fix the problems listed above, they hire a sales trainer and spend their annual kick-off meeting using the latest fad approach to train their team. But the effort dies soon after training because there isn’t a process to reinforce it and incorporate it in everything the salespeople touch. That’s what we do. We take a five-part approach to sales optimization in which we bring your team focus, discipline, habits and alignment. Click on the links below to read more on each of the five stages: image






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Fighting Fire

Priming Charges

Lighting the Fuse

Fanning Flames

Setting Alarms


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