Sales Process & Sales Organization Consulting
More leads will not fix a broken sales process. If the pipeline leaks between contact and close, additional volume just makes the leak more expensive.
Who this is for
- Sales teams whose pipeline does not match their results
- Organizations where CRM data is entered but not worked
- Managers without visibility into stage-by-stage conversion
- Companies rethinking sales compensation or management structure
For teams that sell for a living.
Common problems
What usually brings someone to us.
Speed-to-lead is too slow
The first contact happens late enough that the deal is already gone.
Follow-up stops too early
A few attempts and the lead is abandoned, with no cadence anyone is held to.
The CRM is a filing cabinet
Activity is logged after the fact, so it cannot be managed or coached from.
Nobody knows which stage leaks
Conversion is measured at the end, not by stage, so the actual failure point is invisible.
Comp rewards the wrong behavior
The incentive structure quietly works against the behavior the business needs.
How we find the problem
We map the operating flow first.
We measure conversion at every stage rather than only at the end. That shows whether the problem is lead handling, discovery, positioning, the close, or the follow-up after it.
- 01Lead
- 02Contact
- 03Discovery
- 04Positioning
- 05Close
- 06Follow-up
- 07Retention
What we build
The systems we put in place.
Speed-to-lead standard
A response time everyone is held to, with a named owner per channel.
Follow-up cadence
A defined sequence that runs to completion rather than stopping at the first no answer.
Needs-based selling
Talk tracks and discovery built around the customer's situation instead of the product sheet.
CRM discipline
The system used as the operating tool it is supposed to be, so management can actually see the pipeline.
Coaching cadence
Regular, structured coaching rather than feedback only when a number misses.
Compensation and incentive design
Pay structured so it pulls in the same direction as the business.
How we execute
We train the team, install the reporting, and coach the managers who have to hold the standard after we leave.
Common questions
We already have a CRM. Why is the pipeline still unclear?
A CRM only reports what the team puts into it, and usually only after the fact. The fix is a defined process with stage definitions and a management rhythm — then the CRM shows something worth reading.
Do you retrain the existing team or replace it?
Retraining first. Most teams are working; the standard and the management structure around them are what is missing. Recruiting is available where an engagement genuinely needs more capacity.
Tell us what's going on.
Describe the situation in your own words. If it looks like a fit, we respond directly.
Prefer email?
mlavaud@momentumcns.com