Sales · Consulting
Sales Management Consulting: Rebuild the Team, the Pipeline and the Forecast
For owners and executives whose sales team is busy but not closing, and whose forecast is fiction.
The problem
What this usually looks like
Revenue is flat or falling. The CRM is full of deals that never move. Two reps carry the whole number and nobody knows why the others don't. The forecast is a guess, and every quarter ends in a scramble. Usually this is not a people problem. It is a management system problem.
How I approach it
I come in as an operator, not a slide deck. I ride along on real calls, read the actual pipeline, sit in on the weekly meeting, and find where the sales process breaks. Then I rebuild the management system: the cadence, the stages, the metrics, the coaching and the accountability, and I stay until your managers can run it without me.
Scope
What I actually do
Diagnose the real sales process versus the one on paper, call reviews, pipeline audit, win/loss analysis and rep-by-rep performance assessment.
Rebuild the sales pipeline stages with exit criteria so a 'qualified' deal means the same thing to everyone and the forecast becomes defensible.
Install the weekly operating cadence: pipeline review, deal inspection, one-on-one coaching and activity accountability that actually holds.
Redesign territory, account coverage and quota allocation so the workload matches the opportunity.
Review and restructure compensation plans so commission drives the behaviour you actually want.
Coach front-line sales managers, most were promoted for selling and never taught to manage.
Deliverables
What you get
- Written sales diagnostic with prioritized findings
- Rebuilt pipeline stages, exit criteria and CRM configuration
- Weekly management cadence and meeting agendas
- Territory, quota and compensation recommendations
- Sales manager coaching plan and scorecards
- Forecast model your leadership can trust
Outcomes
What changes
- Forecast accuracy improves because stages mean something
- Deals stop stalling in the middle of the funnel
- Underperformers either improve or become obvious quickly
- Managers coach instead of chasing reports
Engagement
How we work together
90-day sales turnaround engagement
Fractional / interim sales director (ongoing, part-time)
One-time sales audit with written action plan
Questions
Straight answers
How is a sales management consultant different from a sales trainer?
A trainer teaches reps skills. A sales management consultant fixes the system around them, pipeline stages, cadence, quotas, comp and coaching. Training without a management system to reinforce it wears off in about six weeks. I do both, in that order.
How quickly do you see results?
Pipeline hygiene and forecast accuracy improve inside 30 days because those are process changes. Revenue lift typically shows in one to two full sales cycles, which depends on your deal length.
Do you work with small teams?
Yes. Most engagements are teams of three to twenty-five reps, plus owner-operators who are still the top salesperson and need to get out of that seat.
Related
Services that usually go with this
Sales Recruitment & Team Building
Because the best interviewer in the room is usually the worst performer on the floor.
Sales Training & Enablement
Delivered by someone who still sells, not a trainer who read about it.
Fractional & Interim Sales Leadership
For companies that need senior leadership now but cannot yet justify a full-time executive hire.
Hiring instead of contracting? See the full-time roles, or the ATS-formatted resume.
Contact
Tell me what you are hiring for
- Call: +1 519 278 5085
- Email: tim@timarmstrong.ca
- Based: London & Southwestern Ontario, Ontario, America/Toronto (Eastern Time)
- Availability: Available nationally across Canada, on-site, hybrid or remote
- Serving: London · Stratford · Woodstock · Kitchener: Waterloo · Cambridge · Guelph · Brantford · Sarnia · Chatham-Kent · Windsor · Toronto · Mississauga and Canada-wide