No matter the scope of my involvement, I follow a consistent approach that typically results in my client sponsor only needing to invest 1-hour per week meeting with me throughout our engagement, sometimes less depending on the scope of what we’re working through.
My experience will make the process easier for you
This minimal time commitment is the result of my experience rebuilding sales organizations and knowing how to leverage the client’s domain knowledge to guide my efforts.
Early in the relationship, I invite my client sponsor to invest additional time by sitting in on staff meetings I lead, participating in discovery sessions I facilitate, etc. I’ve found this extra involvement up front helps us expedite forming a productive working relationship and also helps the client get more comfortable with the new concepts being introduced.
Throughout this journey, the client sponsor and I stay in lockstep by focusing on high-level activities during our routine check-in meetings such as:
- Gaining alignment on what needs to be fixed and in what order.
- Reviewing the work products I produce and refining them as needed before roll-out.
- Partnering on sales culture transition objectives.
- Checking in on milestone progress and establishing the next set of goals.
What Do You Take Ownership of?
- Discovery & Assessment
- Design & Implement
- Operationalize with Adoption
I will develop the plan for you
After completing the Discovery & Assessment phase, I will develop a plan to serve as our guide. I oversee the steps and actions necessary to create the change you brought me in for. With this plan defined, I’ll take full ownership of designing the agreed-upon work products and implementing them.
I involve your key employees during the design process to glean insights from their subject matter knowledge while also gaining their buy-in before new solutions are implemented.
You will get high-level updates so you can provide input
During this heavy lifting phase, you remain at a high level, yet aware of the changes taking place by gaining updates during our routine meetings.
The common design areas I focus on are within these 4 sales categories that the majority of small to mid-sized business struggle with: Sales Strategy, Sales Methodology, Sales Organization, Sales Analysis.

In cases where I fulfill this expanded role, your time involvement would remain unaffected by us continuing with the same weekly meeting cadence. Just as before, you remain at a high level, yet aware of the happenings in the sales department.
You can delegate your priorities to me
While I am in the trenches with your employees throughout the three phases I described, I am acting on your behalf to ensure the proper changes are made and adopted. This is most effective when we develop a strong bond of trust, honor one another’s authority areas, and are committed to see changes through.
You can trust the process
I have seen owners panic when the sales pipeline isn’t fixed within 90-days. They grow impatient and feel drawn to undo the work we just implemented. To avoid ending up back at square one, it’s critical to leave the new processes and systems in place to gain the desired outcomes. It may take longer to fix root issues causing your sales problems, but the goal is to have sustainable transformation.