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Explore the 11 leadership roles
Chief Revenue Officer / Revenue & Sales
Capacity to go
on the offence.
Win and grow valuable accounts.
Win the right opportunities, improve deal choices and grow valuable customer relationships.
Illustrative. Built to adapt.An 80/20 starting point, shaped around your requirements.How we tailor it ↓
Improve deal choices
Grow valuable accounts
START FOCUSED. EARN THE RIGHT TO SCALE.
One sales segment and its deal-review cycle
Start with one team and one workflow. Adapt by region, business unit and system before expanding.
CAPACITY GOES INTOMore time winning the right business
Who joins · what earns the next step
Core team: Sales leader + account owners + Revenue Operations. The sponsor agrees the outcome and reviews the decision.
Scale only when: Qualified progress improves without extra admin; deal economics and delivery commitments are accepted. Revenue impact needs a full sales-cycle follow-up.
Connected ownership: Marketing agrees qualification; Operations checks delivery; Finance validates contribution; Customer owns the handover.
ONE CONNECTED JOURNEY
Build it. Prove it.
Put it to work.
ADVANCED creates the asset.
ACCELERATE tests the same asset.
FUNCTION decides where to scale.
01TEAMChoose the work
A brief. A baseline. An owner.View brief + sample output
Choose the work
AGREE THE DECISION
Which opportunity deserves our next investment of selling time, and what must we learn to win it?
Approved CRM exports, customer evidence, account context, delivery constraints and discount rules.
Review and acceptanceAccount owner verifies the evidence; commercial and delivery owners approve commitments.
Illustrative sample. Tailor the scope and thresholds before use.WORKING BRIEF
- Decision
- Which pursuit deserves our next investment of selling time?
- Owner
- Sales leader + account owner
- Capacity for
- Priority-account discovery and expansion
02ADVANCEDBuild the working asset
A working asset your team can check.View brief + sample output
Build the working asset
MAKE THE THINKING VISIBLE
Which pursuit deserves our next investment of selling time?
A large opportunity has an attractive headline value but an unconfirmed decision process and costly delivery requirements. The brief distinguishes customer facts from sales assumptions, identifies the next discovery question and compares contribution after delivery cost and discount.
Review and acceptanceAccount owner verifies the evidence; commercial and delivery owners approve commitments.
Illustrative sample. Tailor the scope and thresholds before use.DECISION WORKSHEET
Open full advanced brief + sample ↗
| Deal question | Illustrative evidence gap | Next move |
|---|---|---|
| Priority opportunity | Buying process unconfirmed | Test with the customer |
| Commercial case | Discount and delivery cost vary | Compare contribution scenarios |
| Next action | Sponsor access needed | Account owner books discovery |
03ACCELERATEProve it in real work
Evidence to keep, change or stop.View brief + sample output
Prove it in real work
TEST AGAINST THE BASELINE
Does the new way improve the work?
Run representative work with the agreed reviewer. Count effort, rework, exceptions and upkeep; ask whether the recipient gets a better result.
Review and acceptanceAccount owner verifies the evidence; commercial and delivery owners approve commitments.
Illustrative sample. Tailor the scope and thresholds before use.TRIAL SCORECARD
Illustrative effort test6 hours / account review → 4 hours / account review
Quality / effectiveness
Verified evidence and no unauthorised commitments
Actual results: to measure in your trial.
Open full accelerate brief + sample ↗04FUNCTIONChoose where to scale
A 13-week value plan.View brief + sample output
Choose where to scale
COMMIT TO AN OUTCOME
Priority-account discovery and expansion
Design the future revenue service across marketing, sales, customer success and delivery: qualification, account ownership, customer handoffs and a 13-week pursuit experiment portfolio.
AccountabilitySales leader + account owner
Illustrative sample. Tailor the scope and thresholds before use.13-WEEK VALUE PLAN
- 1–4Baseline + first experiment
- 5–8Trial + adapt
- 9–13Choose + commit capacity
Choose the sequence →
The CEO and leadership team experience the method themselves. Then choose a first team, prove the work and build trust before scaling. PERSONAL can help align the sponsor.
THE EXECUTIVE TEST
What changes
because of it?
Allocate released selling time to named discovery meetings, executive relationships and expansion opportunities; review what progressed and why.
CapacityPreparation hours per comparable account or deal review
Commercial effectivenessWin rate, sales-cycle length and contribution
Account growthQualified expansion and realised contribution
QualityUnsupported claims and undeliverable commitments
Will this create selling time or just more pipeline commentary?
Track customer conversations and qualified progress alongside preparation effort. Keep pipeline, bookings, revenue and contribution distinct; establish a matched baseline before attributing improvement.
Protect customer data, validate claims and obtain approval for pricing, terms and delivery promises. AI does not make commitments to customers.
THE 80/20 APPROACH
A strong starting point.
Shaped around your business.
Keep the useful structure. Adapt the priority, workflow, data, tools and success measures to your requirements.
Your priorityYour dataYour toolsYour measures
80/20 is a design principle, not a fixed scope or a measured ratio. All examples are illustrative; benefits are established through your own trial.Your commitment, our role and the investment
TIP brings: the tailored brief, facilitated build, reusable working structure and trial review. Your team brings: approved inputs, workflow expertise, an accountable owner and time to test in real work. Your organisation retains decision and release authority.
Agree the first stage before committing to the full journey. The proposal sets out fees, participant effort, trial scope and success measures. Include licences, review, upkeep and any integration in the total investment.
TEAM: 3h. ADVANCED: 4h. ACCELERATE: 2 × 4h with a workplace trial. FUNCTION: 8h + synthesis + 4h. The full journey is 27 facilitated hours, plus preparation, trial and follow-through; attendance varies by stage.
Start with approved AI tools and manual exports, with human review and named ownership. IT confirms access and data policy; sensitive or regulated workflows may need additional security, legal or governance review. Integrations, custom applications and unattended operation are separately scoped.
Inputs: account volume, preparation effort, adoption, review cost and full programme cost. Outputs: selling capacity and cost per pursuit. Model win-rate or deal-size improvement separately as scenarios until measured; avoid claiming all pipeline value as benefit.
How your function connects with the rest of the business
ONE CUSTOMER OUTCOME / SHARED ACCOUNTABILITY
Connect the work.
Multiply the value.
An illustrative customer journey: each handoff carries evidence, an owner and a decision.
- Shape the propositionCustomer need + tested promise
- Win the right businessAgreed value + deliverable terms
- Deliver the promiseReliable service + clear handoff
- Grow customer valueAdoption + retention evidence
- Validate and reinvestContribution + capacity choices
Enabled by People and Technology.Shaped with Legal and the Chief Risk Officer.CEO connects the enterprise choices.
START WITH THE WORK THAT MATTERS