“The gap between top and bottom performance is too wide.”
Improve sales effectiveness and see results within 90 days
Sellers work hard — but each in their own way. Some win through relationships, others through experience. Too many focus on price and discounts because the value proposition is unclear. This makes sales vulnerable, difficult to scale and too dependent on the top performers.
With this programme, you gain shared methods for succeeding, a sales process that fits the customer journey, and sales leaders who drive growth by leading team behaviour.
— Hitrate increased from 19% to 32% within the first six months
— A new sales process adopted by 85% of the team in under 90 days
— New sellers are up and running in four months rather than nine
— Contribution margin increased by an average of 8 percentage points
What does it feel like when sales depend too much on individual sellers?
It feels like a sales team with capable people but no shared direction. Sales leaders coach differently. The strongest sellers win through experience and relationships. New sellers have to find their own way.
That is no longer enough. Today’s customers are much better prepared. They do not buy on relationships alone; they need to see the value clearly. This places new demands on sales. But when effective processes and methods exist only in the minds of individual sellers, they cannot be practised or scaled.
We have seen it in more than 100 sales organisations. And it do not solve itself.
“We too often end up competing on price because we don’t make the value clear enough — and discounts start creeping in.”
“Our sales are too dependent on relationships.”
“Our experienced sellers are difficult to shift because their old approach still works sometimes.”
“New sellers take too long to get up to speed.”
“We have a sales process on paper, but it does not help sellers in their day-to-day work.”
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How we transform your reality together
Growth: Dansk Cater reinvented the KAM role and increased sales through deeper partnerships and new customers.
From lone wolves to a united team
New sales process adopted by 85% in under 90 days.
The sales organisation now follows shared sales methods and processes and has more consistent sales behaviour. Sellers use the same language and the same practices in the most important sales situations. Performance becomes less dependent on individuals because what good selling looks like is made visible, practised and managed consistently across the team.
— A tailored sales process adapted to your customer journey
— A sales playbook with specific plays for each stage
— A tailored sales development programme with 4–6 tools tested in your reality
From a focus on price to value-based selling
Hitrate increased from 19% to 32% within the first six months.
Customer dialogues focus on needs, advice and value rather than products, specifications and terms. Your sellers are better equipped to explain why customers should choose you before the conversation turns to price. This helps reduce unnecessary discounting and win more of the customers you want.
— Value propositions that sellers can use in their day-to-day work
— Training in areas such as needs discovery, value-based selling and closing techniques
— Insights from marketing, product and service are actively integrated into the sales process.
A shared approach to sales: PanzerGlass turned its top performers’ methods into a common sales model — and is now growing faster than the market.
Market-leading growth: ENGEL moved from reactive to proactive sales and continues to gain market share after 20 years of growth.
From random leads to qualified prospects
Contribution margin increased by an average of 8 percentage points.
The sales organisation works from a shared understanding of your ICP, segments and most profitable customers. Poor-fit leads are filtered out early, core segments are prioritised more clearly, and sellers know which opportunities to focus on. Sales resources are used more effectively, and your hitrate increases because you pursue the customers you should and can win.
— A sales performance assessment with scoring and 3–5 recommendations
—Segmentation model and ICP with clear criteria
— Qualification built into the sales process
From nine months of onboarding to full performance in four
Tangible progress towards strategic goals within the first six months.
New selllers are onboarded into a clear sales method, process and set of expectations for good sales behaviour. They know what good sales looks like in your organisation, which customers to prioritise, and how to work at each stage of the sales process. Time to performance is reduced because onboarding is built around skills and shared practice, rather than whoever happens to have time.
— A playbook and process that new sellers can use from day one
— A sales leadership playbook with coaching, pipeline reviews and a 1:1 model
— A consistent rhythm that keeps both new and experienced sellers on track.
One shared sales approach across countries: Bizzkit aligned its sales teams around a shared way of working and now get new sellers up to speed faster.
What we do differently
We do not sell you a stand-alone strategy programme or a series of training days. Neither creates lasting change. Instead, we work alongside you to make the new reality happen.
We differentiate ourselves in two ways: We involve employees and leaders in the transformation to create real alignment and ownership. And we work hands-on alongside you, coaching you and practising new ways of working until the change has taken hold and the simulated strategic reality meets the behavioural reality.
Purple reality
Purple Reality is our mental model for bringing strategy and behaviour together in everyday practice. Read more about it here.
A structured programme tailored to your situation.
A sales performance assessment that scores the maturity of your sales organisation. You get clear findings and the 3–5 most important recommendations on where to focus for the greatest impact. We assess sales behaviour, processes, competencies and KPIs.
A segmentation model and defined sales approaches. You get a documented model defining ideal customers, priority segments, value propositions and clear criteria for which customers are worth pursuing.
A tailored sales process aligned with the customer journey. It defines clear stages, qualification criteria and best-practice behaviour at each step, tailored to the key segments you need to win. The process focuses on the situations where sellers need to change their behaviour most.
A sales playbook and a sales leadership playbook. Sellers get practical tools and plays for each stage of the process. Sales leaders get a coaching structure, pipeline review, one-to-one model and consistent cadence, enabling them to follow up on behaviour, not just numbers.
A tailored sales development programme. 4-6 practical sales tools for the situations that have the greatest impact on performance, including needs discovery, value articulation and closing. The tools are tested and adapted to your reality through workshops, coaching and follow-up until they become part of everyday practice.
Typical duration
9 months
First Impact
You begin to see value after 4 weeks, as new mindsets and approaches start to take effect. After 4-5 months, sellers have embedded the new behaviours.
FAQ
Will the programme be tailored to us?
Yes. We start with your reality, not a standard model. The programme is built around the specific challenges and opportunities your leadership team is facing right now.
How much time do we need to take out of our day-to-day work?
Less than most people expect. The programme is designed for busy leaders and is built into the work you are already doing, rather than added alongside it.
Can you guarantee results?
We do not guarantee specific numbers, but we measure momentum throughout the programme, so you can see the impact rather than simply feel it. The programme is also designed to embed the changes, so the impact continues after we leave.
Can we stop along the way if we are not seeing value?
Yes. You are not committed to completing the full programme if it is not making a difference, or if you no longer believe in it.
How quickly can we get started?
Quickly. We begin with a short online meeting, followed by a session where we define your needs together. You then receive a proposal and a plan. It can take just a few weeks from first contact to getting started.
From doing more to working smarter: Grundfos replaced ingrained habits with a shared way of working and improved both sales competencies and sales performance.
Value in every conversation: PFA shifted from self-service to stronger advisory meetings and improved both customer experience and sales.
Book a 30-minute dialogue with us
Get everyone to take ownership of your growth by next quarter (without a new strategy or standard training courses)