Sales Success Using the 5 Pillars

When businesses come to me saying "I’m not sure our sales setup can keep up with where we want to go,” I start with a holistic assessment.

Why?

Because sales challenges rarely have a single cause. Think of your sales organization like an ecosystem - if one part is broken or underperforming, it affects everything else.

I use what I call the Five Pillars to diagnose and solve sales performance issues:

1?? Sales Strategy

Let's start with the basics many companies miss:

What are you actually selling? (You'd be surprised how many can't answer clearly)

Who's your real target market? (Not just "anyone who could use our product")

What makes you different? (Beyond features and price)

How are you positioning your products/services?

What's your pricing strategy? Do you offer good/better/best options?

2?? Sales Process

This isn't just about having stages in your CRM:

Is your process clearly defined and followed consistently?

Do you have marketing/sales alignment?

How do you handle prospects at different stages?

What's your approach to discovery and qualification?

How do you manage the pipeline?

What happens post-sale?

3?? Technology

Your tech stack should drive performance, not create chaos:

Is your CRM driving accountability or just collecting dust?

Are you leveraging automation or drowning in manual tasks?

Do you have visibility into the metrics that matter?

Can leadership get real-time insights when needed?

Are your systems talking to each other?

4?? Sales Team Execution

This is where strategy meets reality:

Do you have the right people in the right roles?

Are hunters hunting and farmers farming?

Is your training driving results?

Do people understand their metrics and goals?

Is compensation aligned with desired behaviors?

5?? Sales Management

Leadership makes or breaks everything else:

Is management driving performance or just watching it?

Do you have regular coaching and development?

Is there real accountability (not just talk)?

Are your meetings productive?

How do you handle underperformance?

Common mistakes I see:

Companies often focus on just one area, like:

Hiring a new sales leader

Implementing a new CRM

Changing the comp plan

Adding more salespeople

But that's rarely enough.

The real problems are usually a mix of:

?? Unclear or outdated strategy

?? Inconsistent processes

?? Poor execution

?? Weak accountability

?? Misaligned incentives

?? Ready to transform your sales organization?

I help $20M-$100M companies diagnose and fix the root causes of poor sales performance.

No band-aids, no quick fixes, just proven strategies that work.

My approach comes from real experience:

Grew with a company from $50M to $230M

Led 75+ sales professionals across 5 teams

Implemented Sandler methodology at scale

Turned around underperforming teams

Built sustainable sales processes

Common challenges I solve:

??Lack of operationalized CRM systems.

??Uncertainty around scalable processes for the next 3–5 years.

??Overstretched sales leaders unable to focus on long-term strategy.

??A need for external perspectives to modernize sales practices.

??Challenges with proven, repeatable sales processes and accountability.

??Inconsistent tracking of key metrics (KPIs) and team performance.

??Gaps in hiring, onboarding, and retaining sales talent.

??Dependence on a few large accounts and missing diversification opportunities.

Ready to start??

Click the link in my bio to schedule your clarity call.