The Problem

• Sales performance is under pressure.
• Fixes focus on activity, not impact.
• Your team works harder for less impact.
• Deals stall. Trust erodes.
• The fix is not more sales training or tech.

The Deeper Issue

• Sales is still being managed as a broadcast function.
• Selling remains stuck with communicating value instead of co-creating value.
• But today’s buying environments are more complex.
• Success demands more than product knowledge and persuasion.

The Solution

• Today’s salespeople need greater business acumen.
• They need stronger process leadership skills.
• They must be able to engage multiple stakeholders.
• Their role is to shape consensus.
• And lead buying processes that deliver real value.

Accountable for outcomes: not just revenue.

• Sales will always retain accountability for revenue.
• Increasingly, they must become increasingly accountable for measurable customer outcomes
• This change requires a transformation, a Sales Reset.
• New skills, processes, reporting and incentives.
• And it requires cross-functional alignment from day one.

The Shift: Customer Success Selling

• Customer Success Selling changes what sales is responsible for and how it operates across your business.

• In this model, sales teams are accountable not just for revenue, but for helping customers achieve measurable outcomes.

• Your sales team learn to use coaching skills to guide buying conversations, align stakeholders, and co-create value from the start.

• Your salespeople learn how to manage everybody’s expectations and deliver the outcomes everybody needs, with no surprises.

1: Vision

• Introduce the shift to Customer Success Selling.
• Get everybody aligned around the “why” and what’s possible.

2: Benchmark

• Assess current sales performance, capabilities, and cultural readiness.
• Use structured diagnostics to uncover strengths and friction.

3: Scope

• Define the parameters for a focused pilot.
• Identify where to prove the impact quickly.

4: Pilot

• Launch a real-world test of outcome-based selling.
• Train, support, and track how the new approach performs in practice.

5: Reset

• Scale out with confidence with all that is learned during your pilot.
• Align incentives, structure, and development plans.
• Put customer’s outcomes at the centre of every selling conversation.
• Expect to maintain sustained sales growth.

Why Sales Reset Works

• Most sales interventions focus on messaging, activity, or tech.
• Sales Reset goes deeper.
• We align people, process, and incentives around what success actually looks like for your customer.
• This isn’t sales training.
• It’s a transformation of how sales contributes to growth.
• Built on trust, accountability, and measurable outcomes.

What’s Different?

• Outcome-based, not activity-based.

• Sales becomes a leadership discipline.

• Structured to align all functions, not just improve individual skills.

• Grounded in real-world experience, not just frameworks.

• Designed to scale through pilots, not theory.

Pivotal role for Sales Team Leaders

• Sales Reset requires sales team leaders to step up and model new behaviours.
• It's the responsibility of sales team leaders to coach their teams through a deep shift in habits, mindsets, priorities and behaviours.