Before
The starting point.
- A lease model with flat pricing.
- A 13% win rate, with room to improve the sales process and contract economics.
Selected work / Previous leadership role
Improving sales performance
Better tools, clearer coaching and a stronger pricing model for a hardware and consumables business.
13% → 19%
Win rate in two quarters
The result
More wins. Shorter sales cycles.
After
What changed.
Higher win rate
More opportunities converted into customers.
Shorter sales cycles
Less time from opportunity to a closed deal.
Stronger contract economics
More commercially attractive contracts.
The commercial work
The work behind the change.
Tools & documentation
Improved outreach tools, introduced call and meeting evaluation tools, and strengthened sales documentation.
Coaching sequence
Introduced a new coaching sequence to improve how sellers approached conversations and opportunities.
Performance KPIs
Improved the performance KPIs used to guide the team and review progress.
Pricing model
Moved from a lease model to a hardware and consumables subscription with volume tiers.
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