Sales Consulting
Who it's for:
Companies that want to create a structured sales department, improve the performance of an existing team, or modernize processes with digital tools. From businesses without a defined sales process to organizations with teams that are not converting their potential.
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The objective:
To sustainably increase sales performance, generate more leads, improve conversion rates, and create more productive teams focused on what truly drives results. A clear, modern sales process aligned with marketing.
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How it works:
We begin by analyzing the current sales process, identifying where opportunities are being lost, and understanding the team's true potential. We structure or reorganize the department, implement the right tools—CRM, automation, and AI applied to sales—and monitor the team until the results are consistent and measurable.
Key components of Sales Consulting
Sales Strategy
We defined growth objectives by segment and market, identified ideal customer profiles, established a differentiated commercial value proposition by vertical, and prioritized actions with the greatest impact in the short and medium term. The company now has a clear commercial direction, focused on the right markets and customers with the greatest potential return.
Sales Process
We structure the entire cycle based on advanced qualification and closing methodologies, from prospecting to after-sales. Defined stages, objective criteria, and systematic follow-up. Fewer lost opportunities, shorter cycles, and predictable results.
CRM and Pipeline Management
We implemented and configured the CRM with pipeline stages aligned with the actual sales process, entry and exit criteria for each stage, probability of closing, forecast by period, and alerts for stalled opportunities. The team now has an up-to-date view of each opportunity. Management has reliable revenue forecasting and identifies bottlenecks in the funnel before they affect results.
AI Applied to Sales
We integrate artificial intelligence into the sales process, automatically scoring and prioritizing leads based on conversion probability, performing predictive closing analysis, identifying behavioral patterns, and automating repetitive tasks such as follow-ups and updating records. The team focuses on the right opportunities. Management gains the ability to anticipate results and adjust strategy in real time.
Performance and Commercial Indicators
We defined and implemented a KPI system that reflects the reality of the sales process, conversion rate per stage, average sales cycle, win rate, average ticket size, acquisition cost, and lifetime value. We created real-time monitoring dashboards that allow for the identification of deviations, comparison of periods, and evaluation of individual and collective team performance. Management can then make decisions based on concrete data and anticipate problems before they affect results.
Marketing and Sales Alignment
We established a common definition of a qualified lead, SLAs for lead transfer between teams, rejection and return criteria, supporting content for closing each stage of the funnel, and structured feedback loops. Marketing and sales now share objectives, metrics, and responsibilities. The result is a leak-free funnel where every marketing investment translates into real and measurable opportunities for the sales team.
Frequently Asked Questions
What is sales consulting and what type of companies can benefit from it?
Sales consulting analyses, structures and optimises the sales process, from prospecting to closing and after-sales. It makes sense for companies without a defined sales process, with sales teams showing low conversion rates, or looking to modernise their commercial approach with technology and data. The goal is always the same: better results with existing resources.
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How is the sales process assessment conducted?
We start by analysing the current sales process — stages, qualification criteria, tools in use, available metrics and team performance. We conduct interviews with management and the sales team to identify bottlenecks and opportunities. The result is a clear assessment with intervention priorities and the actions with the greatest impact on results.
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Does sales consulting include CRM implementation?
For smaller companies, we install and configure HubSpot in a functional version tailored to the defined sales process. For more complex implementations, we support platform selection, requirements and pipeline definition, and liaise with certified specialists to ensure the configuration reflects the commercial process we define together.
How is the impact of sales consulting measured?
We define KPIs from the outset, conversion rate per stage, sales cycle, win rate, average ticket and customer acquisition cost. The evolution of these indicators over time directly reflects the impact of the consultancy. Periodic reports compare performance before and after the intervention and identify where to continue improving.
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What is the difference between sales consulting and sales training?
Sales training delivers techniques and skills to the team, it is one-off and people-focused. Sales consulting goes further: it analyses and restructures the process, implements tools, defines metrics and aligns marketing and sales into an integrated system. Training improves people, consulting improves the system in which people work.
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How long does it take to see results after starting sales consulting?
First signs typically emerge within 4 to 8 weeks - a more structured process, better lead qualification and shorter sales cycles. Consistent and measurable commercial results appear between 3 to 6 months, after the team has internalised the new process and the tools are fully operational.
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