What does your work inside a company look like?
I lead weekly sales meetings, set priorities, establish performance expectations, and follow up on commitments. I work directly with the owner, leadership team, and salespeople. My role isn’t simply to recommend what should happen; it’s to take responsibility for the sales-management work and help the team execute.
Can you share an example of a measurable result?
In one client engagement, I helped put a pipeline strategy and qualification framework in place. Within approximately 90 days, the client’s sales close rate increased by 18% over its previous rate. The work centered on improving how the team qualified opportunities and managed its pipeline.
How do you coach individual salespeople?
I conduct one-to-one coaching around actual opportunities and selling behaviors. We prepare for customer conversations, review what happened afterward, practice better questions, and work through stalled deals. We agree on specific actions and review follow-through at the next meeting.
What do you do with the sales process and CRM?
I work with the team to document the sales process, define qualification standards, and establish what must happen before an opportunity advances. In pipeline reviews, I challenge unsupported close dates, identify aging quotes, and have salespeople update records and establish clear next steps with customers.
How do you help with hiring and development?
I help define sales roles, evaluate candidates using sales and behavioral assessments, conduct interviews, and develop onboarding plans. For existing salespeople, I use assessments and coaching observations to identify development needs and build individual improvement plans.
How do you connect sales activity to company goals?
I help leadership translate growth goals into sales priorities and measurable expectations. I build scorecards, review new opportunities, proposals, and wins, and report where business is moving or stalling. I also work through sales-to-operations handoff issues, so responsibilities and customer requirements are clear. When commitments slip, we address the cause and agree on corrective action.
