Most sales teams fail before they even start selling. The problem isn’t the product, the market, or even the people — it’s the foundation.
The Three Pillars Nobody Builds
In my experience across automotive, proptech, SaaS, and telecoms, the teams that consistently hit target are the ones built on three things:
1. A Repeatable Process
Not a script. A framework. Something your team can follow on day one and still be refining on day three hundred. I use a blend of SPIN, Challenger, and Nudge methodologies — adapted to the product, not copy-pasted from a textbook.
2. The Right Culture
You can hire the best closers in the world, but if your culture is toxic, they’ll leave. I’ve inherited teams that were broken — not because the people were bad, but because nobody had set the standard. Set it early, reinforce it daily.
3. Enablement That Scales
Playbooks, objection-handling frameworks, coaching cadences. If it lives in one person’s head, it doesn’t scale. I build materials that mean the team performs whether I’m in the room or not.
The Results Speak
At Rightmove, this approach delivered £1.164 million against a £144k target. At Audi, it put me in the top 3 nationally for 9 consecutive months. At Home.co.uk, I built the entire sales function from scratch — and I’m currently transitioning out because it runs itself.
That’s the goal. Build something that works without you.
If you’re building a sales team and want to talk about what might work for your business, get in touch.
