Complex Deals Need a Complete Sales System, Not Point Solutions.
The SalesPerformance System™ gives complex B2B sales organisations the proven end-to-end methodology to navigate multi-stakeholder environments, compress sales cycles, and drive consistent results.
Predictable Revenue Growth
Integrate all five phases of high-performance selling into one system that creates measurable lift across win rates, deal velocity, and pipeline quality.
Behavioural Change That Lasts
Move beyond one-off training. We embed methodology into daily execution through coaching, reinforcement, and manager enablement.
Enterprise Methodologies
Get world-class sales frameworks synthesised and operationalised for your reality.
Why Point Solutions Fail
Many sales initiatives fail because they treat selling as a set of isolated skills. Without an integrated system, even strong training in discovery, qualification, or account planning falls apart, creating what we call “The Methodology Gap”.
For instance, focusing solely on discovery (like SPIN) fails if reps lack a qualification framework (like MEDDIC), leading them to chase bad deals. Likewise, robust account planning (like Miller Heiman) is ineffective without front-line execution skills, leaving strategies sitting on the shelf.
This gap becomes especially critical in complex B2B environments where deals span 6+ months and involve multiple stakeholders. When your reps need to navigate buying committees, build consensus across departments, and articulate ROI to C-suite executives, disconnected skills training leaves massive gaps.
The Integrated System Effect
Each phase builds on the next, creating a reinforcing performance flywheel
- Discovery insights inform qualification criteria (fewer bad deals enter the pipeline)
- Qualification data fuels precise value maps (ROI conversations are specific, not generic)
- Value maps enable internal champions to sell internally (consensus happens faster)
- Managers coach using the same language (reinforcement, not confusion)
When operationalised and executed effectively, this integration dramatically increases revenue and results across the entire team, preventing the system from leaking revenue.
The 5 Stages of the SalesPerformance System™
A repeatable process from initial contact to continuous coaching
Discover the Truth™
Objective:
Learn to uncover needs and reframe the buyer's thinking with insights to create urgency
Core Rationale:
Salespeople must move beyond surface-level questions to explore the impact and consequences of the issues solved by their products and services. By combining a consultative, diagnostic questioning sequence with provocative insights, reps teach buyers something new, reframing the problem and linking it to potential financial impact.
Key Activities:
- Diagnostic questioning techniques
- Discovery call demonstrations with fresh insights
- Question design exercises and roleplays
Qualify for Growth™
Objective:
Improve deal qualification discipline and prioritise deals that can actually close and grow
Core Rationale:
Time is the salesperson's most valuable asset; rigorous qualification prevents pipeline pollution and wasted time on 'hope deals'. This phase implements a simplified checklist focused on ensuring key criteria are clearly defined before advancing the deal.
Key Activities:
- Qualification framework implementation
- Pipeline review demonstrations
- Individual deal-mapping exercises to identify gaps and risks
Map the Value™
Objective:
Connect features to business outcomes and quantified ROI
Core Rationale:
To win complex B2B deals, reps must translate solutions into economic language that resonates with executives. The Value Map Framework™ teaches the process of linking Feature → Benefit → Business Impact → $ Value, ensuring the prospect sees the solution as an investment, not merely a cost.
Key Activities:
- The Value Map Framework™ training
- ROI quantification with case study examples
- Building value maps for specific offerings
Mobilise the Team™
Objective:
Help buyers navigate complex internal committees and build consensus by enabling the internal champion
Core Rationale:
Deals often stall in committee, requiring the seller to coach their internal champion on how to present the case and anticipate objections. This phase provides the tools—like the Stakeholder Map—to identify key players and equip the champion with necessary talking points and materials.
Key Activities:
- Champion enablement strategies
- Stakeholder mapping for current deals
- Roleplaying coaching champions through internal objections
Commit and Coach™
Objective:
Secure commitment using structured planning and embed the new methodology through a consistent coaching culture
Core Rationale:
Closing should be driven by a mutual, clear action plan rather than vague hopes. Behaviour change only lasts when sales managers shift from being administrators to being performance coaches, reinforcing the new methodology in daily deal reviews.
Key Activities:
- Mutual Action Plans (MAPs) implementation
- Building individual commitments
- Manager coaching frameworks and roleplays
Proven Solutions for B2B Sales Excellence
Everything you need to build a high-performing sales organisation
Sales Training Workshops
Intensive, hands-on workshops designed to equip your team with practical skills and proven methodologies for navigating complex B2B sales environments.
Sales Coaching & Enablement
Build a sustainable coaching and enablement culture that drives consistent performance through embedded frameworks, real-time deal coaching, and ongoing skill development.
SalesPerformance Snapshot™
7-minute diagnostic that benchmarks how your team navigates complex, multi-stakeholder sales environments.
Why SalesPerformance Group?
Proven Methodology
Our SalesPerformance System™ has been refined through extensive work with B2B organisations managing complex, high-value sales cycles.
Fast Results
See measurable improvements in win rates and deal velocity within 90 days.
Lasting Impact
Embed frameworks and coaching culture that sustain performance long-term.
Ready to Transform Your B2B Sales Team?
Book an introductory ‘Discovery Call’ with our sales performance experts.