Sales Strategy Consulting
A sales strategy your team can run.
I've run sales with P&L responsibility. I help your leadership team choose where to focus, align coverage and roles, and put an operating plan in managers' hands.
When it fits
When the plan isn't guiding decisions
- Growth goals are clear, but market and account priorities are not.
- Enterprise deals depend on individual judgment rather than a shared approach.
- Territories, roles, process, or compensation no longer support the growth plan.
- Managers review activity without measures that show whether the plan is working.
What the work covers
The decisions that make strategy executable
Scope follows the constraint. We settle the choices that matter to the work.
Where to compete
Choose the markets, segments, and accounts that warrant the team's effort.
How to win
Set the account approach, sales process, and messaging for priority opportunities.
How to organize
Align coverage, roles, hiring, and compensation with the priorities.
How to manage
Set owners, measures, and a review cadence that turns the strategy into decisions.
What you leave with
Decisions put into an operating plan
- A written set of choices about where to focus and how the team will compete.
- A near-term plan with named owners, decision rights, measures, and review dates.
- Managers equipped to use the plan in account and pipeline reviews.
Measurement
What shows the plan is working
We agree on a small set of measures at the start and review them as the plan goes live.
- Decisions are made, recorded, and assigned to owners.
- Managers use the priorities in pipeline and account reviews.
- Pipeline quality and account coverage are tracked in the segments the strategy prioritizes.
- Revenue and win rates are reviewed when enough time has passed to read them fairly.
How it connects
Connected capabilities, scoped to the problem.
Sales Leadership puts the choices into management routines. Coaching & Training develops the people who execute. AI supports selected workflows where it helps.
Common questions
Questions about sales strategy.
What does B2B sales strategy consulting cover?
It covers decisions about target markets and accounts, how the team will compete, sales coverage and roles, and the operating plan managers will use. The scope depends on the constraint we find in your sales organization.
What comes out of a sales strategy engagement?
The work produces documented priorities and a near-term operating plan with owners, decision rights, measures, and review dates. Managers use those choices in account and pipeline reviews.
Work with Kevin
Tell me what needs to change in sales.
Share what you're building, rebuilding, or struggling to execute. I'll read your note personally and reply by email.