2Stage 02 of 06 · Sales strategy & structure
We shape your sales structure, incentives, planning and tools so they serve your strategy and your customers.
Where this sits in the model
See the full modelWhat this is
A good strategy fails on a poor operating model. Roles overlap or leave gaps, incentives reward activity instead of outcomes, plans are set from the top down and nobody trusts the CRM. When growth depends on a few people being unusually good, it stops the day one of them leaves.
We look at how your sales organisation actually works: who covers which customers, how people are paid, how plans are set and tracked, and what your tools are doing for the team. We follow deals from first contact to signature to see where they quietly leak. Then we redesign the parts that are working against the strategy you have chosen.
The question
How do we structure, plan and equip people to deliver?
Signs you need this
What it covers
Shape roles, coverage and pay so they reward the behaviours that grow revenue: who owns which customers, how new business and account growth are split, and what people are actually paid to do.
You get
A sales structure, coverage model and incentive design matched to your target segments.
Set realistic plans and track the few measures that predict results, so you can see where deals are leaking before the quarter is lost, not after.
You get
A planning rhythm and a short scorecard of the measures that matter.
Make your tools serve the team and the customer, not the other way round: a CRM people trust and use, and a way to follow a lead from first contact to signed contract.
You get
A CRM and tools plan your team will actually use.
How it runs
Review
We look at your CRM and pipeline data, your plans and incentive schemes, and recent won and lost deals.
Listen
Interviews with sellers, managers, marketers and the people who hand work between them.
Diagnose
We trace deals from origin to outcome and show where the operating model is doing the work, where one person is, and where it gets in the way.
Redesign
Structure, incentives, planning and tools reworked with your leadership team, with the changes ranked by impact.
Embed
We support the roll-out and check that the measures move.
Who’s involved
Every engagement is shaped around your business. We agree the scope, timing and people with you at the start.
What you get
What changes
Your strategy stops depending on a few unusually good people, and becomes something the whole sales organisation is set up to deliver.
In short
A sales operating model that fits your strategy: clear roles, aligned incentives, a steady planning rhythm and tools the team actually uses.
In practice
Where it fits
Each stage of the model builds on the one before it, and the figure of eight means what you learn at the end feeds straight back into the start.
Bring us one live deal and we will look at it together. No pitch, no obligation.
Get in touch