For Wisconsin manufacturers and B2B service companies between $10M and $50M, ready to build a sales organization that runs without depending on a single rainmaker.
Start with the diagnosticEach one depends on the ones before it. That order isn't a preference; a scorecard without defined pipeline stages has nothing to measure, and a weekly meeting without either is a check-in everyone quietly stops attending.
The three-year picture, the one-year goal, the ideal client profile, and what makes you different. Set annually, reset each quarter.
Written key outcomes for every seat, then a DISC read for objective data on work style, then the Seat Review: Will, Skill, Fit. A fit diagnosis, not a performance grade, run at the install and at every hire rather than on a calendar.
Stages with real entry and exit criteria, a qualification standard drawn from your client profile, closed-lost reason codes, and a CRM configured to match.
Five to seven metrics per role, weighted to leading indicators, each with a green line and a red line. Entered by hand every week, because entering the number is the discipline.
A sixty-minute weekly sales meeting on a standing agenda, weekly coaching one-to-ones, monthly number reviews, and a quarterly reset.
Rocks called on-track or off, to-dos closed, and a permanent issues list worked from the top. The discipline that closes them is Clarify, Discuss, Decide — and nothing leaves the room without an owner and a date.
Thirty statements across all six components, rated one to five. You get your scores, your three biggest gaps, and a written summary. No cost, no obligation, and the results are yours whether or not we ever speak.
Every engagement runs on the same six components. What changes is how deeply embedded I am, and for how long.
The full Focused Revenue Method, built and rehearsed until your team runs it without me. Four weeks to build the foundation, eight to make it a habit.
I sit in the VP of Sales seat — running the cadence, coaching your managers, owning the forecast — until you're ready to hire the full-time version.
For first-time sales managers and newly promoted directors — people who were great at selling and now have to lead.
The install is the heavy lift. After that your team owns the system, needs less of me, and pays less. The price steps down on purpose.
The install. Half on signing, half at Day 45.
Begins at Day 90. The year the habit sets, and when I stay closest.
Your team owns it by now. Quarterly reviews continue.
Software only, if you want it. Flat rate for teams up to 10 users. The advising stops; the system keeps running.
The install and the monthly fee never overlap — the monthly starts the day the install ends. Cancel any time with 60 days' notice, no penalty, and your data comes with you. If the system is still running in year three, it should be because it works, not because a contract says so.
Eight minutes, thirty statements. You get your scores and your three biggest gaps, free, whether or not we go further.
A working conversation with you and your leadership team. I ask about the answers you gave. Mostly I listen.
A written scope that opens with what I heard, in your words. Defined outcomes, timeline, and price. No surprises.
Ninety days. Build for four weeks, rehearse for eight, then the diagnostic again — Day 1 against Day 90.
I've spent more than two decades in B2B sales leadership, including three CEO and President roles where I owned the sales organization, built the team, and ran the cadence. I've hired salespeople and fired salespeople, made the wrong hires and the right ones, and sat through enough forecast meetings that ended in a shrug to know what causes them.
Now I work with Wisconsin B2B companies between $10M and $50M — manufacturers and service companies, usually family-owned or owner-operated, usually with a sales team that's good at selling and short on structure.
I'm not a trainer. Generic sales training energizes a team for two weeks and changes nothing, because the week after the training looks exactly like the week before it. I install systems and stay long enough to see whether they hold.
The Focused Revenue Method is what came out of that: six components, installed in order, with software that runs the weekly cadence once the install is done. I work out of Milwaukee and serve clients across Wisconsin and the Upper Midwest.
A fractional sales leader, not a recruiter. When I'm embedded I sit in the seat and own the outcome. If the right answer is a full-time hire, I'll help you define the role and hand it over cleanly — that's a good ending, not a lost client.
Training teaches skills and leaves. Consulting writes a report and leaves. Neither changes how your team operates on a Tuesday. The Method installs a system your team runs every week after I'm gone — and the software is there so the cadence has somewhere to live.
Wisconsin B2B companies between $10M and $50M in revenue, 50 to 200 employees, with a sales team of three to fifteen. Manufacturers and service companies, usually family-owned or owner-operated. Below that the structure is heavier than the team needs; well above it, you should hire a full-time VP.
The build can be compressed. The repetitions can't. A weekly meeting becomes a habit somewhere around the eighth or tenth time it happens without being cancelled, and there's no way to run eight weekly meetings in less than eight weeks. A shorter engagement would sell you the artifacts without the habit, which is the failure this method exists to prevent.
Usually not on its own. The software is the scoreboard — it assumes a vision, charters, defined stages, and a weekly meeting already exist. Handed to a team without those, it's an empty dashboard nobody opens by week six. If you've done that work already and just need somewhere to run it, say so and we'll talk about a short setup.
The install is $24,000 across the first 90 days, then $2,500 a month in year one and $2,000 in year two, stepping down to software only at $1,000 a month if you want it. Fractional and development engagements are scoped separately. The diagnostic and the first conversation are free.
Both. For Wisconsin clients I'm onsite regularly — typically weekly during the build phase, then less often as your team takes the system over.
Yes. Discovery conversations and working sessions are confidential by default, and I'll sign your paper before we get into specifics.
Take the diagnostic first — it takes eight minutes and it makes the first conversation far more useful. Or just email me and we'll talk.
Take the diagnostic Email Brian