Sales Process and Strategy

We provide our clients with the most effective and efficient approach to improve sales. We drill down to understand the objective reality of the situation and design a bespoke program to increase their sales revenue.
We provide many forms of sales consulting depending on the needs of our clients. These include:
  • Helping companies restructure, define or create a sales process
  • Establishing the correct KPIs, strategy, or incentives
  • Designing programs to enable top sales people to make a smooth transition into management
  • Defining the key measurables within an organisation & how they should be used
  • Providing consistency in the approach to market
  • Writing company sales manuals & sales leadership manuals
  • Establishing the correct approach to recruitment & retention

Our Methodology

Our approach to sales consulting consists of four stages: Research, Consult, Create and Embed. Each stage can be dealt with in isolation or can be delivered as a complete program to maximise return on investment


At Sancus, research is an integral part of our sales consulting process. Many of our clients have invested in other training programs which did not give them the expected return on investment because it was not tailored to their specific culture. Most businesses have their own strengths, weaknesses, quirks, needs, challenges, cultures, etc. We understand that research is essential for the long term success of a program, and our thorough investigative approach gives us the edge in the sales consulting arena. Our research can include:

  • Review of sales strategy
  • Review of sales talks and presentations
  • Review of commission structures
  • Sales competency based interviews
  • Shadowing team meetings
  • Phone/Field Shadowing
  • Tracking of sales team activity
  • Behavioural Profiling
  • Benchmarking Sales Capability


We feedback our research findings and advise on the next steps. We then collaborate with you by discussing the issues and deciding on a course of action in line with your strategy. Our expertise can help to establish the correct:

  • Strategy
  • Structure of Program
  • KPIs
  • Incentives
  • Approaches to Recruiting and Retention
  • Competency Frameworks


We create bespoke programs that are specific, relevant and clear, which aim to change behavior in both sales individuals and sales managers. These programs can include:

  • Sales Methodologies
  • Sales Tools
  • Sales Processes
  • Sales Pipelines
  • Sales Manuals (for procedures and development)
  • Word tracks for both phone and face-to-face sales
  • Commission Structures and incentive programs
  • Sales Competency Frameworks
  • Business Development for Consultants


This final stage is where we deliver the solution and provide on-going support to ensure understanding and integration of successful sales habits. The ways in which we implement lasting behavioural changes are:

  • Delivery of Bespoke Programs
  • Individual Sales Coaching & Mentoring
  • Group Coaching
  • Outsourced Sales Management
  • Sales Shadowing Sessions (phone / field)
  • Conferences / Key Note Speeches
  • Sales activity tracker
  • Just in time learning solutions
  • Experiential learning

Benefits for your business:

1. Knowledge

  • Learn how to establish a solid sales process that supports your business
  • Understand your ideal client, competitor profile, and unique offering
  • Discover how to measure the results of sales activities for business development

2. Expertise

  • Our experts conduct a thorough evaluation of your sales efforts
  • We help you identify priorities and develop a sales plan to support them
  • We provide you with workbooks and tools to facilitate your sales planning long-term

3. Support

  • Be confident that we will leave you with a solid sales structure that empowers your team
  • Benefit from our expertise as we provide you with a management plan that fosters collaboration between your sales managers and reps
  • Get support as you start to implement your new sales process
Dramatically improve your organisation’s sales
Contact Us

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