Retention Policy of The Sales Doctor

Client: B2B Tech Reseller

Focus: Sales Training & Coaching | Questioning Skills | Objection Handling

We transformed a transactional sales team into confident, consultative sellers by shifting their approach to discovery. Resulting in Increased win rates, stronger client relationships, and higher deal values.

Sales conversations were shallow and reactive, with reps focused on quoting rather than qualifying or understanding client needs.

• Delivered group workshops on consultative selling, questioning techniques, and overcoming objections
• Introduced ongoing 1:1 coaching sessions to embed learning and tailor support to individual reps

• 27% increase in win rates
• Reps gained confidence in handling objections
• Deal quality and average order value improved

Client: National Industrial Supplier

Focus: Outbound Sales | Upselling | Coaching | KPI Dashboards

We helped a reactive customer service team evolve into a proactive outbound sales unit. By providing training, coaching, and accountability tools, they began reactivating past clients and growing existing accounts.

The team was only responding to inbound quote requests, missing major opportunities to generate revenue through outbound activity.

• Ran two dynamic workshops on outbound selling and client growth
• Delivered weekly individual coaching sessions
• Introduced a weekly pipeline review cadence
• Built a custom single-page dashboard to track activity and performance

200% increase in outbound calls

32% boost in monthly upsell revenue

Shift from passive service to active sales mindset

Client: Growing SaaS Company

Focus: Recruitment Process Design | Role Clarity | Onboarding Strategy

What appeared to be a retention issue turned out to be a recruitment problem. We helped the company refine their hiring approach and onboarding programme, dramatically improving the quality and longevity of new hires.

Frequent turnover in the sales team was blamed on retention, but the root issue was a lack of clarity in hiring and poor candidate fit.

• Defined clear role requirements and ideal candidate profiles
• Designed a structured interview process with scorecards
• Built a robust onboarding plan focused on early ramp-up and retention

• 6 month attrition dropped from 47% to 0%
• Stronger team cohesion and cultural fit
• Faster ramp-up and improved new hire performance

Client: Mid-Market Manufacturing Firm

Focus: Sales Leadership Development | Mentoring | Management Skills

We mentored a newly promoted sales manager transitioning from top seller to team leader. Through foundational leadership coaching and ongoing problem-solving, she developed the confidence and structure to lead effectively.

An outstanding sales rep was promoted into management without prior leadership experience and needed structured support.

• Developed a mentoring plan covering the basics of sales management:
  • Running effective 1:1s
  • Motivating teams
  • Performance management
  • Pipeline reviews
  • Delegation and time management
• Held biweekly mentoring sessions to work through challenges in real-time

• Smooth transition into leadership role
• Improved team structure, performance, and morale
• She is now mentoring others, building leadership depth in the business