Rebuild sales performance at the system level
Many sales organisations grew without upgrading their underlying system. Processes differ by team, data quality varies, performance depends on individuals. Real improvement requires a full reset: assess current sales maturity, set a clear target, then manage the shift to new ways of working.
Watch the video: explaining Sales Transformation in two minutesSales performance stops depending on individuals
A clear sales maturity baseline with a defined target state.
Pipeline quality, conversion and margins improve together.
Sales steered on data, with less dependence on a few individuals.
+16% in sales results after a full transformation
Download the case to see how we did it and what it would change in your sales process.
Sales performance depends on individuals, not on a system
Sales processes, tools and behaviours vary across people, teams or regions.
There is no clear view of funnel health, sales effectiveness or margins.
CRM and data are underused or not trusted for steering.
Improvement initiatives exist, but nobody has ranked them or tied them together.
The transformation starts with a scan, then works through a ranked improvement roadmap
- 1Scan where sales maturity is today, across the whole funnel.
- 2Agree the target state with management.
- 3Rank the initiatives by impact and feasibility.
- 4Work through the roadmap with your team, initiative by initiative.
- Size and market share of the market
- Competitor Insights
- Customer insights (e.g., segmentation, NPS)
- Identify the ideal customer profile (ICP)
- Creating a target list
- Brand and value proposition
- Alignment between sales strategy and marketing campaigns
- Battlecards
- Availability of data insights
- Sales and Marketing ROI
- Margin realisation per customer
- People’s performance
- Benchmark
- Push (e.g. cold calling) & Pull (e.g. digital marketing, events) lead generation
- Lead scores
- Qualification process
- Identifying willingness to buy (WTB) & to pay (WTP)
- Efficient use of time per opportunity
- Sales & GTM strategy
- Sales Process Blueprint
- Effective sales pipeline management
- Use of tools by humans
- Effective organisation (aligned with markets, roles, and responsibilities)
- Training programmes
- Bonus incentive
- Method of pricing (e.g. cost+ or value-based)
- Regular price adjustments
- Quotation process
- Discount management
- Value-driven negotiations
- Handling of objections
- Transfer to operations
- Share of Wallet analysis
- Account plans
- Cross-/ Up-selling
- Churn management
- Efficient Tooling tech stack
- Data quality and depth
- Relevant customer insights
- Data-driven management
- Forecast and KPIs
Best if you want a big change in sales maturity, not small fine-tuning
- You want to improve sales performance structurally, for good
- Your sales organisation has outgrown its processes and tools
- You want to know where time and budget will make the most difference
- Management will lead change across sales, marketing and operations
- You are only looking for a quick fix or a single-topic improvement
- You want improvements without changing ways of working
- Sales transformation is seen as something salespeople must fix themselves
- You expect results without management attention and ownership
If this sounds like your organisation, book a meeting with us. Or use the form below.