Driving sustainable sales performance uplift:
SBR’s GTM Capability Accelerator™
Lifting sales performance is challenging: our understanding of the key capabilities that underpin success is often based on intuition/opinion rather than facts, and it’s unclear whether the right people are in place to deliver medium- and long-term goals. Traditional approaches – generic capability, “one size fits all”, one-off programmes – rarely deliver the desired outcomes.
The right capabilities
- Without a data-led approach, you can’t pick out the capabilities that systematically drive successful performance.
- Attempting to improve all capabilities is inevitably dilutive.
Understanding potential
- Without understanding potential, you don’t know which people have the headroom to significantly improve.
- Generic programmes for the whole population are costly and counter-productive.
Future state
- Without building capability and potential assessment into the hiring process, you risk replicating existing poor performance.
- Need to focus on continuous uplift rather than a single capability boost.
There is a better way. We now live in a data-rich environment where we no longer have to make educated guesses:
- CRM systems give us a granular picture of individual performance
- Behavioural science enables us to rigorously assess potential
- AI and other tools help us to build a multifactorial picture of individual capability
By combining these intelligently and integrating the resulting insights with focused intervention, SBR can help both drive short-term performance and build a cycle of continuous GTM improvement.
This multifactorial analysis provides actionable insight at every level of the GTM organisation: a talent map for executive oversight, hiring and development pathways for the HR team, enablement for first line GTM leaders and coaching for individual contributors. All with a singular purpose: maximising the potential of every individual contributor and uplifting total performance of the GTM team.
Raising sales performance inevitably requires a sustained improvement in sales capability. With SBR’s GTM Capability Accelerator™ you get more than just data, you get actionable insight that integrates directly into capability and performance uplift. The era of guesswork is over: data-driven enablement is your edge for the next five years and beyond.
Who we are
We are a passionate and pragmatic group of GTM practitioners who are obsessed with excellence in the Go-to-Market function.
We believe that sustainable business growth is the outcome of collaboration across aligned teams that have the customer at the centre of their focus.
Our programmes are based on the experience of working with over 1000 organisations in 38 countries over the last 23 years.
What we do
We partner with client teams, mixing our curiosity with insight to create programmes that embed better ways to drive key results:
- Increased sales volume through improved conversion rates
- Increased sales value through larger deal sizes
- Increased sales velocity through improved qualification
- Increased pipeline visibility, predictability and forecast accuracy
Who we work with
We collaborate with ambitious forward-thinking people and businesses to navigate a better way to growth. We work with global industry leading household names across multiple markets and geographies.
The unifying factors within our clients are a focus on growth, a willingness to challenge legacy habits and a recognition that their sales teams are critical to their long-term success.
