What are the 6 levers
1. Sales Cycle Discipline
Problem: Deals stall because stages aren’t clear, exit criteria is inconsistent, and salespeople “carry” opportunities for too long.
Solution: Define simple, clear sales stages with agreed exit criteria and a consistent progression rhythm.
Benefit: Fewer stalled deals, faster cycle times, and a more predictable pipeline that moves forward with purpose.
2. Opportunity Qualification
Problem: Too much time is spent on poor-fit opportunities that never convert, draining leadership focus and sales effort.
Solution: Strengthen qualification standards so the team prioritises the right opportunities earlier and avoids weak-fit deals.
Benefit: Higher win rates, better use of sales time, and fewer “late-stage surprises” where deals were never real.
3. Pipeline Management
Problem: Pipelines are often inflated, inaccurate, or unclear — leading to poor forecasting and misaligned resources.
Solution: Maintain a cleaner pipeline with structured review rhythm, probability alignment, and clear prioritisation.
Benefit: A healthier pipeline, sharper focus on high-impact opportunities, and more reliable forecasts that leadership can trust.
4. Sales Execution
Problem: Even good opportunities are lost through inconsistent messaging, weak proposal structure, or poor pricing decisions.
Solution: Improve sales conversations, proposal clarity, and pricing confidence with small but high-impact execution enhancements.
Benefit: Stronger deal quality, more persuasive customer interactions, and better protection of pricing and margin.
5. Commercial Governance
Problem: Without a simple commercial rhythm, sales behaviours drift, reviews become inconsistent, and performance varies widely.
Solution: Install a light but consistent cadence for reviews, actions, accountability, and commercial decision-making.
Benefit: A more disciplined, aligned, and predictable commercial engine that doesn’t rely on heroics or luck.
6. Decision Support (Q&A)
Problem: Leaders face daily commercial decisions — prioritisation, pricing, resource allocation — but rarely have a sounding board.
Solution: Provide focused, on-demand support to help leaders make sharper decisions quickly across the six levers.
Benefit: Better judgement, fewer missteps, and a leadership team that consistently makes commercially sound choices.