Services

How We Can Work Together

Three ways to build a sales organization designed for real-world growth.

Service 01

Sales Diagnostic & Organization Design

Assess the current state. Build the roadmap for growth.

Many companies know they aren't achieving the results they want, but they aren't sure why. Revenue goals feel increasingly difficult to reach, sales execution is inconsistent, hiring decisions feel risky, and leadership lacks confidence in what should happen next.

The Sales Diagnostic & Organization Design engagement is designed to provide clarity.

Using the SCALES Growth Framework™, we evaluate the assumptions, systems, and structures that influence sales performance. Together, we identify what's working, uncover what's limiting growth, and create a practical roadmap for building a more scalable sales organization.

What We Evaluate

Revenue Strategy & Growth Goals

Revenue targets and growth expectations
Market opportunity and addressable market
Pipeline requirements and conversion assumptions
Sales cycle length and capacity planning

Sales Organization Structure

Team structure and role definition
Responsibilities and handoffs
Capacity and coverage models
Hiring readiness and talent gaps

Ideal Customer Profile & Positioning

Customer segmentation
Ideal customer profile (ICP)
Value proposition and differentiation
Competitive positioning

Leadership & Scalability

Founder involvement in sales
Decision-making processes
Sales management effectiveness
Organizational readiness for growth

Sales Process & Execution

Sales stages and methodology
Pipeline management
Forecasting approach
Performance metrics and accountability

Typical Outcomes

At the conclusion of the diagnostic, clients receive

A clear assessment of strengths, gaps, risks, and growth constraints
Validation of revenue assumptions and growth targets
Prioritized recommendations for improvement
Identification of key dependencies and obstacles
A practical roadmap for future growth

OrganizationAL Design

Once the diagnostic is complete, we use those insights to design the sales organization needed to support long-term growth.

Depending on the findings, recommendations may include:

Sales organization structure
Role definitions and responsibilities
Territory and account strategy
Quota and compensation design
Hiring profiles and recruiting priorities
Sales process refinement
Pipeline and forecasting frameworks
Leadership and management recommendations

The result is a sales organization designed intentionally, based on data and business realities—not assumptions.

Ready to understand what's holding growth back and build a plan for what comes next?

BOOK A DISCOVERY CALL

Service 02

Fractional Sales Leadership

Lead the plan. Build momentum. Scale with confidence.

Many growth-stage companies reach a point where they need experienced sales leadership, but aren't ready to hire a full-time Chief Sales Officer.

Others have already identified what needs to change but lack the time, resources, or expertise to drive execution while continuing to run the business.

Fractional Sales Leadership provides executive-level guidance, accountability, and hands-on support to help companies move from planning to execution.

Whether following a Sales Diagnostic & Organization Design engagement or as a standalone service, I work alongside founders and leadership teams to implement priorities, strengthen sales execution, and build the foundation for sustainable growth.

How I Help

Strategic Leadership

Revenue planning
Executive decision support
Forecasting
Sales leadership guidance

Sales Execution

Sales process implementation
Pipeline management
Accountability systems
Performance management
Operational rhythm

Organization Development

Sales organization design
Hiring strategy
Compensation planning
Onboarding
Team structure.

Coaching & Development

Founder-to-team transitions
Leadership coaching
Sales team development
Individual mentoring

Common Challenges We Help Solve

Growth & Revenue Challenges

Revenue growth has stalled or become unpredictable
Sales targets are consistently being missed
New funding requires accelerated growth

Leadership & Scale Challenges

Too much of the sales process depends on the founder
Sales leadership capacity is limited
The company needs senior sales expertise without the cost of a full-time executive

Sales Execution Challenges

The team is active, but results remain inconsistent
Forecasts lack accuracy and credibility

Organization & Talent Challenges

Hiring decisions feel reactive rather than strategic
Quotas and Compensation plans are not driving desired behaviors

WHAT SUCCESS LOOKS LIKE

Fractional Sales Leadership is designed to help companies move beyond reactive decision-making and build the structure needed for sustainable growth.

Clients typically experience:

More predictable revenue growth
Greater confidence in sales hiring and investment decisions
Reduced dependence on founder-led selling
Improved visibility into sales performance and pipeline health
Stronger execution and accountability across the sales organization
More consistent sales performance and forecasting accuracy
A scalable sales infrastructure capable of supporting future growth

The goal isn't simply to increase activity or add headcount.

The goal is to create the structure, leadership, and accountability that allow sales teams to perform consistently and companies to scale with confidence.

The cost of building sales the wrong way is often far greater than the cost of building it right. By making the right decisions at the right time, companies can avoid costly missteps, accelerate growth, and build a sales organization designed for long-term success.

Ready to turn strategy into execution?

BOOK A DISCOVERY CALL

Service 03

Recovery Audit Industry Advisory

Specialized expertise for organizations evaluating, investing in, buying from, or competing within the recovery audit industry.

The recovery audit industry is highly specialized, relationship-driven, and often misunderstood by those outside of it. Whether you're evaluating providers, exploring an investment, responding to an RFP, or looking to improve the performance of a recovery audit business, experience matters.

Over the course of my career, I have spent more than two decades working within the recovery audit industry and more than three decades selling complex business solutions to large organizations. I've worked with companies ranging from middle-market organizations to many of the Fortune 500, Fortune 100, and Fortune 50. Along the way, I've participated in hundreds of sales pursuits, strategic evaluations, and RFP processes, giving me a unique perspective on how recovery audit programs are evaluated, purchased, sold, and managed.

My experience spans traditional recovery audit services, technology-enabled audit solutions, sales leadership, go-to-market strategy, competitive positioning, and client acquisition. Having worked with both buyers and providers, I understand the priorities, challenges, and decision-making processes on both sides of the table.

Whether you are looking to better understand the industry, evaluate opportunities, improve performance, or accelerate growth, I provide practical guidance grounded in real-world experience.