Observable signals
- CRM fields are complete, but deal progress is hard to verify.
- New reps follow scripts without knowing when to change approach.
- Key accounts are difficult to hand over.
Start with one specific problem
Sales expertise does not scale beyond a few people
Turn expert judgement into evidence, questions and practice that the wider team can use and improve.
Start with non-sensitive context. Sending an enquiry does not confirm an appointment.
01 / Recognise the symptoms
Does this sound familiar?
Cost of inaction
Hiring does not create equivalent selling capacity, knowledge leaves with people, and managers keep rescuing deals.
02 / Check before investing
Check the facts before buying a tool
Compare won, lost and stalled opportunities. Look for customer evidence at each stage, not only the stage label entered by a rep.
What to bring
- Authorised, redacted deal and conversation excerpts.
- Stage definitions and existing training material.
- New-rep difficulties and manager coaching records.
Share only information you are authorised to use. Redact customer and personal details first.
03 / Focused validation
How a pilot begins
Start with one selling situation or transition, such as discovery to proposal agreement.
The sales lead owns stage criteria, experienced reps contribute examples, and frontline managers coach the practice.
- 01
Compare expert interviews with actual records to separate judgement from personal relationships.
- 02
Define stage evidence, useful questions and handoff conditions.
- 03
Use practice scenarios and live deal reviews to test independent judgement.
04 / Acceptance and limits
What is delivered—and how to judge it
This is a proposed validation design, not a claim of achieved client results. Targets and timing are agreed after baselining.
Working outputs
Stage evidence cards, scenario exercises, coaching notes and an account handoff checklist.
Read illustrative templates ↗Measurement definition
Stage evidence coverage: sampled active opportunities with agreed customer evidence divided by all sampled opportunities. State the sampling scope.
Guardrails
Review customer feedback, record-keeping burden and manager interventions. Form completion is not selling ability.
Scale or stop decision
Expand when different reps can reach similar judgements from the same evidence and explain exceptions.
05 / Fit and limits
When not to start this way
Without customer evidence or permission to use real examples, do not jump straight to a generic AI script library.
Choose a next step
Have a specific constraint? Let's examine it
If priorities are unclear, start with an anonymous assessment. For the broader scope, explore the related solution.