Our Methodology

How we turn informal selling into a structured system

We follow a four-phase engagement model that begins with understanding how your team currently sells and ends with a fully implemented, documented commercial process your organization owns.

Consultant conducting interview session with sales team member

Phase 01

Commercial Diagnostic

Before designing anything, we need to understand what's actually happening in your sales team today. This phase involves structured interviews with salespeople and management, observation of existing sales interactions, and a thorough mapping of informal processes that have developed over time.

We document what works — because most teams have pockets of effective practice that simply haven't been formalized — and identify the gaps, inconsistencies, and friction points that are costing your business opportunities.

Structured interviews with each salesperson

Management perspective on current process gaps

Documentation of existing informal practices

Identification of what already works well

Process design session with documents and planning materials

Phase 02

Process Architecture

Using the diagnostic findings, we design the standardized commercial process from the ground up. This isn't a generic template — it's a process shaped by your product or service, your market, your typical customer profile, and the realistic capabilities of your team.

We define each stage of the commercial cycle, establish clear advancement criteria between stages, and identify the key actions, decisions, and communications required at each point.

Stage-by-stage commercial cycle design

Explicit entry and exit criteria per stage

Contact scripts adapted to your voice and market

Objection handling frameworks

Post-sale protocols and retention touchpoints

Phase 03

Documentation

A process that only exists in someone's head isn't a process — it's tribal knowledge. In this phase, we produce the complete commercial playbook: a structured, practical document that captures every element of the designed process in a format your team can actually use.

The playbook is written for the people who will use it — salespeople, not consultants. It includes visual process maps, stage-by-stage guides, script frameworks, and metric definitions. It's designed to be updated as your business evolves.

The commercial playbook becomes an organizational asset — something a new salesperson can read and begin working from, and something management can use to onboard, supervise, and improve the team over time.

Team implementation workshop with group around conference table

Phase 04

Implementation Support

Designing a process and implementing it are two different challenges. The fourth phase is where we accompany your team through the transition from informal, individual selling to the new standardized system.

We facilitate the introduction of the process, address questions and resistance as they arise, and make real-world adjustments based on what we observe during the rollout. The goal is a process that's genuinely embedded in how your team works — not a document sitting in a shared folder.

Facilitated process introduction sessions

Ongoing support during the transition period

Real-world adjustments based on feedback

Handoff to management with monitoring guidelines

Want to understand what this looks like for your team?

Every engagement starts with a conversation about your current situation. There's no obligation — just a clear picture of where a structured process could help.

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