sales capability

We explore the commercial results you want to improve, the customer situations where sales performance matters most, what people need to do differently and how better performance will show up in the numbers.

There was a clear shift in how our people handled market conversations. They were much more confident and precise in the way they positioned the product without overstating it.

Eli Lilley
Regional Commercial Director

WE WORK WITH YOU TO IDENTIFY...

Performance against target in first half year after product launch

1. The business results critical to you

  • Improved sales performance
  • Increased revenue per employee
  • Faster ramp-up of new customer-facing hires
  • Reduced performance gaps across teams
  • Enhanced frontline capability in high-impact commercial skills
  • More predictable, scalable commercial performance
  • Reduced delivery issues caused by misaligned expectations
  • Higher conversion rates across diverse customer segments
  • Stronger engagement in meetings and presentations
  • Increased customer lifetime value

2. Where performance must improve

  • The three-minute “micro” conversation
  • Price increase conversations
  • High-value deal negotiations
  • Discovery conversations
  • Objection-heavy sales calls
  • Renewal and retention conversations
  • Handling escalations
  • Cross-sell and upsell conversations
  • Delivering bad news
  • Presenting to stakeholders

Increase in meaningful clinical discussions

Increase in sales versus the previous comparable period

3. The professional performance you require

  • Present a compelling sales proposition
  • Retain, grow and maximise long-term customer value
  • Control the commercial conversation rather than simply respond to it
  • Protect value while building trust
  • Adapt to any customer and buying situation
  • Convert opportunities into sustainable revenue growth
  • Build, qualify and convert high-value opportunities
  • Engage stakeholders and articulate compelling value
  • Pitch and close commercially sound deals
  • Deliver excellent customer experiences post-sale

4. How to evidence what has changed

96%

Felt better equipped to handle difficult customer negotiations

99%

Feel they can be engaging & impactful advocates for their products and services

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