What you are actually buying
Ninety days, week by week.
A month is long enough to change a script. It is not long enough to change a habit, which is why nothing here is shorter than ninety days.
This is the whole sequence. If you want to know what you would be paying for before you speak to anybody, read this page.
The shape of it
- Week 0
- A thirty minute call. No charge.
- Week 1
- The diagnostic week, inside the business.
- Weeks 2 to 12
- The rebuild, with one number you both watch.
- Week 13
- Handover, in writing.
The sequence
Nothing here happens out of order.
Each stage needs the one before it. Skipping the diagnostic week is how consultants end up fixing the wrong thing for three months.
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Week 0
The call
Thirty minutes, no charge, no deck. You describe what is happening. He asks about your close rate, your average deal, your ramp time, and who reports to whom.
If the problem is your product or your pricing, this is where he tells you that sales training will not save it, and the call ends without an invoice.
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Week 1
The diagnostic week
One week inside the business. He sits in on calls or stands on the floor, reads the pipeline, looks at the pay plan, and talks to your reps without a manager in the room.
That last part is the one owners find uncomfortable and the one that produces most of the findings.
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End of week 1
The written read
What is actually wrong, ordered by what it is costing you rather than by how easy it is to fix. You get it in writing whether or not you carry on.
Some engagements end here. If the read says the fix is three things you can do yourself, he will say so.
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Weeks 2 to 12
The rebuild
Weekly sessions with whoever owns the number, and working sessions with the team on real deals rather than role play. One agreed number that you both watch the whole way.
Pay plan, pipeline discipline, the weekly meeting, and the conversations the reps are actually having. Which of those move depends on the read.
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Week 13
Handover
The routines stay behind in writing. The weekly meeting format, the pipeline rules, the loss review, and the pay plan as it now stands.
The measure of the ninety days is whether the team keeps running them in month four without him in the room.
What it is not
A few things he will not do.
- Hand you to an associate. He does the work, which is why there is a limit on how many clients he takes at once.
- Sell you a platform. If a tool comes up it is one you already pay for.
- Promise a number. Results depend on your market, your people, and how much of the plan you actually run.
- Stay past ninety days by default. If the routines have stuck, there is nothing left to buy.
Start with the thirty minutes.
It costs nothing. He will tell you whether any of this applies to you.