01
SystemCustomer & Targeting System
Are your people pursuing the right customers?
Identify, segment and prioritize the customers most worth pursuing.
Sales System Assessment · Improvement · Implementation
Improve sales team performance by improving the system your sales team works on every day.
We help organizations assess, improve and implement sales systems that enable sales executives, managers and leaders to work more productively and consistently and achieve Better Return on Investment.
The Problem
Companies don't randomly hire salespeople. People are usually selected through interviews, screening, assessments, experience checks and reference checks. Yet after hiring, organizations still experience:
Inconsistent sales performance
Low conversion rates
Opportunities getting stuck
Poor-quality pipelines
Excessive follow-up
Unreliable forecasts
Managers spending too much time firefighting
New salespeople taking too long to become productive
When capable people consistently struggle to produce predictable results, the problem may not be only the people. It may be the system they are working in.
The Standard
Seven questions. If a salesperson cannot answer them without asking someone, the system — not the person — is the constraint.
Who should I pursue? And how?
How to identify high-intent customers.
What should I say?
Consistently and stage wise.
How should I engage?
Communication and methods.
What should I do next?
In case of roadblocks and problem situations.
How do I know whether an opportunity is real?
The entire process of opportunity management.
Where am I losing deals?
Stage-wise monitoring and identifying pipeline leakages.
Where do I need help?
A process to identify roadblocks quickly.
What Is a Sales System?
And the sales system is directly responsible for return on investment. We assess and build five interconnected systems.
The five systems we improve
01
SystemAre your people pursuing the right customers?
Identify, segment and prioritize the customers most worth pursuing.
02
SystemAre your people engaging prospects in the right way?
Define how client-facing teams identify, approach, communicate and engage prospects.
03
SystemAre opportunities moving through the sales process efficiently?
Create a consistent process for Lead → Connect → Meeting → SQL → Proposal → Negotiation → Won. The process becomes the sales playbook followed by the entire team.
04
SystemCan managers see where sales performance is breaking down?
Give managers real-time visibility into sales performance.
05
SystemCan every salesperson become productive faster?
Standardize how new and existing salespeople work every day.
Measurement
Sales systems ultimately influence two things — revenue conversion and revenue predictability. We measure the efficiency of your sales system through eight key metrics.
How achievable is your revenue plan?
What we look at
The question leadership must answer
Does your current sales system mathematically support your revenue target?
How quickly and efficiently are opportunities moving?
What we look at
The question leadership must answer
Where is your sales funnel slowing down?
How quickly can you identify and fix a leaking pipeline?
What we look at
The question leadership must answer
How many days does it take your management team to identify and correct pipeline leakage?
Is your team working on opportunities that can actually become revenue?
What we look at
The question leadership must answer
How much of your reported pipeline is genuinely qualified?
Where exactly is each salesperson struggling?
What we look at
The question leadership must answer
How long does it take your management team to identify and resolve a salesperson's specific performance bottleneck?
Why are deals actually being lost?
What we look at
The question leadership must answer
Are you learning from lost deals — or repeatedly losing deals for the same reasons?
How much of your sales forecast can management actually trust?
What we look at
The question leadership must answer
Can your leadership team make business decisions confidently using the current sales forecast?
How quickly does a new salesperson become productive?
What we look at
The question leadership must answer
How much time and sales capacity is being consumed before a new salesperson becomes productive?
Financial Impact
A weak sales system doesn't only affect conversion. It consumes sales capacity (efforts). Your sales executives, managers and leaders spend valuable hours on:
We call this Sales Capacity Leakage.
Our assessment helps identify
See how much of your sales team's capacity may currently be lost because of sales-system inefficiencies. Our assessment evaluates your current sales system and estimates:
How We Work
Starting point A
If your organization already has sales systems, we assess them against the required performance metrics and identify where they need to be improved.
Starting point B
If your organization does not have a structured sales system, we help design and implement one across the five core systems.
Sales System Transformation Program
They need to be designed, implemented, measured and continuously optimized. We work with the people who manage sales performance — Founders | Sales Heads | Sales Managers | Business Leaders — and assist them in bringing the transformation.
Phase 1
Build the system against measurable sales outcomes, planned once gaps are known.
We assess and improve
We establish
The core of the effort is planned improvement goals — stage-wise conversion improvement, ramp-up time, sales capacity utilisation and reduction of sales capacity leakage.
Phase 2
Put the sales system into daily operation, progressively across the organization.
We help managers and teams
Ongoing
The system improves as the data improves.
We continuously review
Support continues until the agreed improvement metrics are achieved and the organization can operate the system consistently.
Start Here
You don't necessarily need more salespeople. You may need to make better use of the sales capacity — people and effort — you already have. Find out where your sales system is leaking capacity.
The outcome of a better sales system
01Improve the system.
02Improve the capacity.
03Improve the conversion.
04Improve the predictability of revenue.