Accelerate sales and
Accelerate sales and business performance
Business Performance
success requires
Sustainment,
adoption and
Implementation of
a high performance sales culture.
If you could transform sales performance, what would that enable you to do?
E-Book
Keys To The Kingdom
A leader's guide to transforming sales performance
How do you achieve your next level-sales results in today’s challenging commercial environment? The Keys To The Kingdom will show you just how to do that. Leveraging decades of experience of leading sales organisations and advising sales leaders, Mark Wills shows us how the four levers of sales success; capabilities, culture, compensation and company structure can be leveraged to ignite revenue growth. Packed with guidance and advice for leaders of sales organisations, Mark leaves us with two key questions to ponder:
Introduction
We have the formula to unlock and ignite your true sales potential.
Accelerated change in the world of selling means customers are getting smarter faster. Competition is increasing creating more options, whilst price sensitivity squeezes margins. Yet most businesses are still doing the same thing they were 5 years ago.
Our experience of creating transformative sales performance with local and global sales organisations, has enabled us to develop a proprietary blueprint so that you can achieve your next level results.
What We do
Performance
Elevate sales and business performance.
Sustainment
Sustain increases in sales performance over time.
Resilience
Increase predictability and business resilience.
Unconscious
competence
Conscious
competence
Unconscious
incompetence
Conscious
incompetence
A simple truth
Consciously Competent sellers knowingly practice the behaviours that create sales success.
From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.
The key to sustaining sales performance is for sellers to be consciously competent.
We help you:
A simple truth
Consciously Competent sellers knowingly practice the behaviours that create sales success.
From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.
The key to sustaining sales performance is for sellers to be consciously competent.
We help you:
Unconscious
competence
Conscious
competence
Unconscious
incompetence
Conscious
incompetence
Introduction
We have the formula to unlock and ignite your true sales potential.
Accelerated change in the world of selling means customers are getting smarter faster. Competition is increasing creating more options, whilst price sensitivity squeezes margins. Yet most businesses are still doing the same thing they were 5 years ago.
Our experience of creating transformative sales performance with local and global sales organisations, has enabled us to develop a proprietary blueprint so that you can achieve your next level results.
Performance
Elevate sales and business performance.
Sustainment
Sustain increases in sales performance over time.
Resilience
Increase predictability and business resilience.
Unconscious
competence
Conscious
competence
Unconscious
incompetence
Conscious
incompetence
A simple truth
Consciously Competent sellers knowingly practice the behaviours that create sales success.
From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.
The key to sustaining sales performance is for sellers to be consciously competent.
We help you:
A simple truth
Consciously Competent sellers knowingly practice the behaviours that create sales success.
From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.
The key to sustaining sales performance is for sellers to be consciously competent.
We help you:
Unconscious
incompetence
Unconscious
competence
Conscious
incompetence
Conscious
competence
Here’s the secret every one should know: sales is a game. To win the game, just follow the rules.
Here’s the secret every one should know: sales is a game. To win the game, just follow the rules.
Understand and play to the rules, because when this happens:
Our approach
We provide methodology, coaching, systems, implementation planning and execution.
Play sales as a game to ensure that winning becomes repeatable, predictable and consistent, because when sellers:
we've helped many others just like you














Trusted by business and sales leaders around the globe.
serve
blueprintOur proprietary SERVE
Blueprint for transforming sales performance will ignite revenue growth.SERVETM
Blueprint Outcomes:
Culture
Compensation
Company Structure
For truly optimized performance, all four elements need to be in alignment and when this happens you will have:
Strength
Endurance
Resilience
Vitality
Execution
- Sales revenue growth
- Margin growth
- Revenue forecasting
- Client retention
- Merging salesforces
- New product launches
- Discovery skills
- Communicating value and differentiation
- Handling objections
- Obtaining commitment
- Accessing and speaking to senior decision-makers
- Virtual sales skills
- Losing key deals
- Missing opportunities
- Developing advocacy
- Sales transformation
- Cultivating a high-performance mindset
- Developing a coaching culture
- Accessing new markets
- Sales competency development
- Building sales strategies
- Relationship development
- Generating new business
- Sales process analysis and development
- Sales productivity
- Consistently winning/losing on price
- Sales performance issues
- Sales revenue growth
- Margin growth
- Revenue forecasting
- Client retention
- Merging salesforces
- New product launches
- Discovery skills
- Communicating value and differentiation
- Handling objections
- Obtaining commitment
- Accessing and speaking to senior decision-makers
- Virtual sales skills
- Losing key deals
- Missing opportunities
- Developing advocacy
- Sales transformation
- Cultivating a high-performance mindset
- Developing a coaching culture
- Accessing new markets
- Sales competency development
- Building sales strategies
- Relationship development
- Generating new business
- Sales process analysis and development
- Sales productivity
- Consistently winning/losing on price
- Sales performance issues
Performance to perception selling
Sales Capability Builder Workshops
Own the game
Be the master of your destiny
Consistent high performance is not the result of chance, just as excellence is never accidental.
Today’s business environment requires salespeople to hone and master their professional craft, so that they can out-think and out-execute the rest.
We show you how to embed the know-how and tools to sustain behavioural shifts that create sales success.
Frequently Asked Questions
There is no one size fits all answer to this question. Much will depend on the maturity of your sales model, systems and people. However, there are things that can stand in the way of improving sales performance and so by definition, if you address some of these potential blockages then you will increase sales revenue.
There are four essential pillars to igniting sales performance, which you can see in our SERVE Blueprint These are the four pillars: .
Culture
Capabilities
Compensation
Company structure
We call these the 4’cs and they are essential pillars that both individually and collectively drive sales performance. If you haven’t reviewed these four pillars in your sales organization recently, then it might be time you did, because you never know; shifts in any of these could catapult your performance forward.
Isn’t it funny how some people have adapted to remote selling seamlessly and yet many have languished. Those that were using and adaptive process, tools and methodologies are the ones that have adapted well.
Sales itself hasn’t changed, the medium through which we communicate has in some cases. Buyers still buy to solve their own issues and don't forget they themselves have also a challenge discerning partners and vendors remotely.
There are definitely new communication skills that need to be learned and harnessed but essentially the sales game is still the same. Know the rules and play by the rules and your sales game will flourish.
The first requirement is to already be measuring your sales performance and have reliable recorded sales data so that you can benchmark before and after performance.
Let's take a simple sales metric such as win rate - the percentage difference between the number of opportunities pursued versus the number won. You can look at a before and after picture or even a control sample and benchmark the old performance against the new. In one recent engagement the client’s win rate shifted 50% from 20% to 30% which equated to more than a 3000% return on investment.
This number will continue to grow as more and more deals are won. Don't worry if you don't have the data recorded or are unsure about how to do this, we will walk you through the process step by step in the full understanding that a clear definition of RoI is key determinator of success.
It’s not that sale training doesn’t work, it’s just that it takes more than a single sales intervention to change behaviours. This is the key; behavioural development so that salespeople practice success behaviours – this doesn’t happen overnight.
We like using the metaphor of building sales muscle, which comes about as a result of repetition through coaching. Sales training in isolation does not create the change in behaviours and so will not work. Sales training, with coaching as a process for behavioural development over time, that’s what moves the needle.
We can help you develop a customised path to developing your people and building a self-sustaining culture of high-performance built on success behaviours.
Opportunities are won on lost price for a couple of reasons. Firstly, you are probably in a competitive market where from the buyer's perspective solutions all look very similar. Secondly, salespeople are struggling to articulate their differentiation in a context that is meaningful enough to the buyer.
Let's put it like this, the cheapest sets the market. If the cheapest is 1 and you are at 1.2, the buyer is never going to say why am I paying 1, they will ask why should I pay the delta of 0.2. In your answer to that question is whether the client will buy at your price premium or not.
It’s about setting your differentiators in the customer’s context and whilst the logic is simple to grasp, it’s not well practiced. In short, get good at defining your differentiators and you will start to uphold your price and your margin.
Our capability builder workshops will help you learn the framework to have these high value conversations with customers.
One thing you can be sure about, is that the environment we operate in will continue to change and we have to be able to adapt with the times.
Successful businesses are those that intentionally build a culture on both accountability and high performance. We spend a lot of time talking to business leaders about cultural transformation through our 3rd party intellectual property partnerships.
We can tell you now that cultural transformation is one, not as difficult as you may think and two the effects are so profound they will literally transform your business and performance to a place you may never have thought possible.
Chat with us and we can show you how this has been done so many times before.