Three phases, twelve weeks, a defined end date. Not a retainer that quietly renews, and not a discovery phase that turns into six months.
Here's what happens, what you get, what I need from you, and the point at day 30 where you decide whether the rest goes ahead.
You already have the answer. It's in the calls you've run, the deals you've won, and the judgment you apply without noticing you're applying it. The work is getting it out of your head, into a system, and into your team's hands, then staying long enough to make sure they actually use it.
The structure is standard: qualification, discovery, objection handling. What goes inside it comes from your wins, not a generic model.
A playbook nobody runs is a document. Coaching starts as soon as there's something worth coaching, and carries on to the end.
We baseline in week one: close rate, cycle length, where deals stall. If your cycle runs long, close rate won't have moved by week twelve. So we track what can: stage conversion, qualification accuracy, pipeline created. The baseline stays yours for the rest.
Three phases across twelve weeks. Every week has a job. Nothing here is a workshop.
Most of this comes from work you've already done: calls you've run, deals you've closed. It isn't weeks of interviews and it doesn't need new time on your calendar beyond the sessions below.
Baseline and access. Call recordings, CRM and deal history, however far back it goes. We set the starting numbers the data will actually support: cycle length, stage conversion, where deals go quiet, and where there's enough volume, your close rate against the team's. If the data won't support a number, that's the first finding rather than a blocker.
Win and loss review. We go through your best deals together. What you noticed, what you said, what moved the buyer, and what you'd have done differently on the ones that got away.
Call breakdown. Your calls next to your team's at the same stage. If there's no recording history, we start recording in week one and work from live calls instead. This is usually where the gap stops being a feeling and becomes something specific.
The pattern, named. What you do that isn't written down anywhere, including the parts you don't realise you're doing. Reviewed with you.
The pattern becomes a playbook your team can follow without you in the room. Built around how your buyers actually buy, in language your team can say out loud. Coaching begins inside this phase, not after it.
Process and qualification. Stages defined by buyer behaviour, not internal optimism. What has to be true before a deal moves, and what disqualifies it early.
Discovery and messaging, and first coaching. The questions that surface the real problem, and how you frame value once it's on the table. Qualification is usable by now, so we start running it on live deals.
Objections and deal progression. The objections you handle without thinking, written down. What moves a deal forward, and what a stalled one actually needs. Coaching continues alongside.
Playbook assembled and pressure-tested. Reviewed with you and whoever will own the team once I've gone. The review cadence gets designed here, not bolted on at the end.
The month that decides whether the other two mattered. Training on its own lifts productivity 23%. Training with ongoing coaching lifts it 88%. The coaching is the point.
Full rollout. Everything in play now, worked through recordings of real conversations rather than role-play.
Live deal coaching. Open deals in your pipeline, worked in real time. Reps apply it while the deal is still winnable, which is the only way it sticks.
Handover. Whoever runs the team after me takes the wheel while I'm still there to correct it. This is the step most engagements skip.
Measured and closed out. What moved inside the window: stage conversion, qualification accuracy, pipeline created, how the team is running the process. Plus the lagging measures your cycle is too long to show yet, and when you should expect to see them.
Bringing someone in to rebuild how your company sells isn't a small decision. It's your money and your team's time.
What you're buying is the full ninety days. Extract on its own doesn't fix anything. A documented pattern that never becomes a playbook, or a playbook nobody gets coached on, is exactly where this work usually fails. The system is the offer.
But you shouldn't have to commit to all of it on a first impression.
So there's a checkpoint at day 30. By then you'll have seen how I work, and you'll be holding the Extract deliverable: your pattern documented, your baseline numbers, the gap between how you sell and how your team sells written down in specifics. If you don't think it's going anywhere, say so and we stop. You keep the work: no clawback, no licence, nothing that expires when I leave.
It isn't a smaller package and it isn't a trial. It's there so you can commit to the ninety days with confidence.
Most engagements in this category stop at the document. The research on why that fails isn't ambiguous.
Productivity lift from training alone, versus training with ongoing in-field coaching.
Of sales training content is forgotten within three months without reinforcement.
Quota attainment for reps coached weekly, versus coached quarterly or less.
Sources: Olivero, Bane & Kopelman (1997), reconfirmed by current sales-coaching research; Qwilr; MySalesCoach.
It's a short engagement and it leans on a few things already being true. If any of these sound like you, say so on the call. I'd rather tell you it's the wrong quarter than take the work.
None of these are permanent. If it's the wrong quarter, it's usually obvious inside ten minutes on a call, and you'll leave knowing what to fix first either way.
Twenty minutes. No pitch deck. Describe where your team loses deals you'd have won, and I'll tell you what I'd look at first.
Book a 20-minute call →Investment is discussed on the call, once we've both established there's a fit.