The four options, briefly
- Audit: an evidence-based review of the process, pipeline, CRM and capability, using your data. Investigates potential causes. Sales process audit.
- Training: a group learns a shared process, language and skills in workshops, with reinforcement. Develops shared skills. Sales training.
- Coaching: individuals or a team work on live opportunities with a coach, session by session. Supports application and feedback. Sales coaching.
- Leadership: someone senior owns the sales function, sets the cadence and holds people to the process. Provides agreed leadership capacity. Fractional sales director.
Start from the symptom
| What you are seeing | What to investigate | Support to consider |
|---|---|---|
| Repeated forecast misses | Qualification, dates, stage definitions and changes in buyer plans | Sales process review |
| A group needs a shared approach | Skills, guidance and practice opportunities | Training with follow-up |
| People need help applying skills | Current deals, feedback and development needs | Coaching |
| Repeated losses are difficult to explain | Buyer feedback, proposals and competition | Win/loss analysis |
| New staff lack guidance | Onboarding material and support | Playbook and coaching |
| Previous changes have not lasted | Ownership, workload, incentives and management support | Leadership review |
Before choosing a programme
Check the records behind the symptom, agree what needs to change and plan how the team will apply any training. A table can help frame the discussion; it cannot diagnose the problem.
Cost drivers for each option are set out in Sales coaching fees: what to ask before you book. Still not sure? A short discovery call is designed to answer this question.
This table is free to use within your firm. Please link to this page rather than republishing it.