The same three phases.
Every engagement.
Every time.
OUr Process
A repeatable methodology, refined across founder-led companies, growing teams, and stalled sales organizations. No two businesses are the same — but the operating discipline that turns a sales effort into a sales system is.
PHASE 01
Discovery
Before we build anything, we understand the current state with precision. Generic frameworks dropped on companies that needed something specific is exactly why most sales consulting fails - and that's not the work we do.
Duration: 2-3 weeks
What happens in Discovery:
Salesperson assessment. Individual sessions with every rep. Where are they confident? Where do they stall? Are their pipelines real or wishful?
Founder / CEO process extraction. If the founder is selling, we document how they do it - language, pitch structure, objection handling, closing approach. This becomes the foundation of the training system.
Data review. Average deal value by type. Gross profit by segment. Win/loss patterns. Lead source performance. What the numbers actually say.
Customer pattern analysis. Who are the best customers and what do they have in common? Where does the sales effort consistently break down?
Output: A diagnostic document that defines the current state, the gaps, and the priority order for what to build first.
PHASE 02
Build the System
With the diagnosis complete, we install the sales infrastructure the business has never had. Documented, configured, populated, ready to operate.
Duration: 30-90 days
What gets built:
Sales process documentation. Every stage, every entry and exit criteria, every required activity.
CRM configuration. Platform selected, pipeline stages defined, fields configured, active opportunities entered.
Activity logging standards. What gets logged, when, and how. No exceptions.
Performance minimums. Defined floors — activity, pipeline, proposals, revenue. Calibrated to deal economics and historical close rates.
Sales Training Manual. Customized to the company's product, market, and buyer. The document every current rep is trained on and every future hire is onboarded with.
Weekly cadence design. Pipeline review structure, coaching session format, leadership reporting rhythm.
Output: A complete, documented, teachable sales system - repeatable across reps, transferable across hires, measurable by leadership.
PHASE 03
Manage to It
Duration: Until you hire full-time
The system only produces results if someone is managing it. This is the work most sales engagements never get to - and it's the entire reason we exist.
What ongoing management looks like:
Weekly individual pipeline reviews. Every rep, every week. Deal by deal. No exceptions, no skipping.
Coaching against real deals. Not abstract sales theory — specific opportunities the rep is working right now.
Accountability to performance minimums. When a rep falls below, it triggers a formal conversation, not a vague concern.
Monthly evaluations. Documented, data-backed, with clear keep / develop / replace recommendations.
Leadership reporting. What's working, what's stalled, what needs intervention.
Continuous system refinement. What's working gets standardized. What isn't gets fixed.
This is the management infrastructure of a professional sales organization. Every session is documented. Every commitment is tracked. Every miss is addressed.
The system is the deliverable.
The management is the engine.
Phase 3 is the work. Sitting in the weekly review. Holding the team to the standard. Adjusting in real time as the market and the team evolve. It's the part that turns infrastructure into revenue - and it's where we spend most of our engagement.