Our approach
Better sales performance starts with better Sales Management.
Most sales problems are not solved by asking salespeople to sell harder. They are solved by improving how sales is managed.
That means creating the right focus, structure, processes, expectations and management routines around the people responsible for generating revenue.
Sometimes the challenge is that the person leading sales has never been taught how to manage a sales team or sales organisation.
Sometimes the management capability exists, but translating that knowledge into the day-to-day reality of the business is difficult.
Often, both are true.
That is why Scaling Up Sales combines two complementary approaches.
Build the management capability
Learn how to manage sales, not just how to sell.
The Sales Management Academy develops the skills, methods and management discipline required to lead a sales team or sales organisation effectively.
Participants learn how to manage the core responsibilities of Sales Management, including:
- defining go-to-market focus and priorities
- structuring sales teams and responsibilities
- managing the sales process and pipeline
- improving forecasting and deal reviews
- setting targets and managing capacity
- designing compensation and incentive logic
- coaching people and managing performance
- aligning sales with the rest of the organisation
- scaling into new markets, channels and levels of complexity
The objective is not simply to learn concepts. It is to become more capable, more structured and more confident in managing sales.
Apply it to your business
Turn Sales Management principles into real changes inside your organisation.
Knowing what good Sales Management looks like is one thing.
Applying it inside a real company is another.
Every organisation has its own people, history, customers, constraints and commercial reality.
A Sales Management Angel works alongside the person responsible for sales to help apply Sales Management principles to the real challenges inside the organisation.
Together, you may work on:
- market focus and commercial priorities
- the organisation of the sales team
- recruitment, onboarding and development
- pipeline structure and qualification
- forecasting and management routines
- targets, incentives and performance management
- accountability and underperformance
- market expansion and channel development
- customer and partner engagements where management involvement can make a difference
And when needed, we go into the field with you
A Sales Management Angel is not limited to working with you behind the scenes.
When useful, they can participate directly in customer or partner meetings at any stage of the sales cycle — from early discovery and qualification through solution development, proposals and the toughest negotiations.
This is not about taking over the sale.
It allows the Sales Management Angel to see the commercial reality first-hand, support you and your team in critical situations, and turn what happens in the field into better Sales Management practices, stronger skills and a more capable organisation.
The objective is not to make your organisation dependent on the Sales Management Angel. It is to help you manage it more effectively and build a sales organisation that becomes stronger and more independent over time.
Learn. Apply. Improve.
The strongest development happens when learning and application reinforce each other.
The Sales Management Academy builds the management capability. The Sales Management Angels help apply that capability inside the real business.
| Sales Management Academy | Sales Management Angel |
|---|---|
| A participant may learn how to run better pipeline reviews. | They then work with a Sales Management Angel to redesign the pipeline and management routines inside the company. |
| They may learn how to structure objectives and compensation. | They then apply those principles to their own team. |
| They may improve their approach to coaching and performance management. | They then work through a real underperformance situation with the Sales Management Angel. |
| They may work on discovery, negotiation or partner management. | They then involve the Sales Management Angel in an actual customer or partner meeting where those principles need to be applied. |
The learning becomes more relevant because it is applied.
The application becomes more effective because it is supported by stronger Sales Management principles.
One or both?
You do not need to decide before speaking with us.
Sales Management Academy
Build sales management capability
Develop the skills, structure and leadership needed to scale your sales organisation from within.
Sales Management Angel
Add hands-on sales expertise
Bring experienced sales leadership into the organisation to accelerate execution, challenge decisions and support the team.
Together, they work better.
Build internal capability while strengthening execution with hands-on expertise.
We start with your situation, understand what is holding performance back, and determine the most appropriate way forward.
What is your Sales Management challenge?
Tell us what is not working, what needs to change, or what you are preparing for. We will start there.