The 4 Engagements: Strategic Sales Solutions
Sean Shannon’s Strategic Growth Design offers four comprehensive engagement models designed to accelerate revenue growth for small and medium-sized businesses.
The 4 Engagements
After 30 years of sales leadership experience helping small and medium-sized businesses accelerate revenue growth, Strategic Growth Design has developed four comprehensive engagement models that address the most critical areas where SMBs typically struggle. These engagements are built around five fundamental questions that most businesses know they should ask but forget to focus on: understanding what customers are truly buying, maintaining healthy client mix, managing to the individual level, creating effective compensation plans, and ensuring the right people are in the right positions.
The four engagements – Sales Strategy, Sales Infrastructure, Sales Management, and Sales Team – work together as a complete system for revenue acceleration. Whether your business needs foundational strategy work to understand your ideal customer profile, infrastructure development to build scalable processes, hands-on management to drive adoption, or team optimization to ensure peak performance, these engagements can be implemented individually or combined based on your specific growth challenges and objectives.
Sales Strategy
Our proven Sales System guides sales teams in creating key sales components for better focus, alignment, and performance.
What We Deliver:
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Ideal Customer Profile development using Clayton Christensen’s Jobs Theory to understand what customers are truly buying
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Value proposition alignment based on customer benefit-seeking behavior and trigger events
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Strategic messaging frameworks that address actual customer pain points rather than product features
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Customer mix analysis to ensure healthy revenue distribution and identify next-tier prospects
This engagement focuses on the foundational question: “Do you have your ideal customer profile right, and is your value proposition built on them?”
Sales Infrastructure
We focus on building a solid foundation for growth by implementing proven sales processes and equipping your team with the right tools.
What We Build:
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Forecasting systems that move from 30,000 feet to street-level accuracy with individual quotas adding up to 15% more than company forecast
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Sales dashboards to track meaningful metrics (49% of SMBs lack proper sales tracking)
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Compensation structures optimized at the ideal 50/50 salary-to-commission ratio for maximum leverage and motivation
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Pipeline management systems using the Three V’s: Volume, Velocity, and Veracity
This engagement addresses: “Are you planning, forecasting and managing to the individual?”
Sales Management
As seasoned sales leaders, we manage and mentor your team while supporting processes and tools are established and adopted.
Our Management Approach:
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Weekly one-on-ones that drive iterative improvement rather than just status updates
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Performance coaching focused on individual development and skill gaps
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Sales meeting facilitation with content driven by actual field challenges and opportunities
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Activity management ensuring alignment between sales management and team perspectives on performance
Remember: “Sales culture is set by your lowest performer” – we help elevate the entire team.
Sales Team
Our comprehensive assessment identifies skill and personnel gaps within your team, followed by an action plan for enhancement.
Team Development Process:
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Viking vs. Farmer analysis to optimize your sales team composition for both new business and retention
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Skills assessment using proven methodologies beyond gut instinct
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Hiring strategy with the “Reagan rule” approach including role-playing and reference checks
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Cultural alignment ensuring the right people are in the right positions
This engagement answers: “Do you have the right people in the right place?” and “Are the wrong ones off the bus?”
AI Solutions for Sales Growth
With decades of sales leadership experience, I specialize in implementing proven systems that drive real sales growth. To stay ahead, I bring a modern edge to every engagement by integrating easy-to-use AI tools that help sales teams:
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Increase productivity through automated workflows and intelligent task management
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Strengthen and scale lead generation efforts with AI-powered prospecting and outreach
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Make faster, data-driven decisions using predictive analytics and performance insights
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Improve performance through coaching and roleplay with AI-enhanced training simulations
When combined with our proven sales system, AI becomes a powerful accelerator, helping overcome the biggest sales challenges with greater speed and precision. I’d be happy to schedule a no-obligation call to explore how AI can be integrated into your sales organization.
Recruiting Services
Need help recruiting for a sales position in your company? We have a unique perspective and a focused specialty in sales recruiting.
Amplify Recruiting is Sales Xceleration’s wholly-owned subsidiary. Our 25+ years of experience, dedicated recruiters, and proven 5-step Hiring Approach brings a new level of recruiting support to our clients.
Do you have the right skillset to hire top-performing candidates? Take our hiring assessment to find out.
Ready to accelerate your sales performance? Contact Sean Shannon at 206-321-8362 or sshannon@salesxceleration.com to discuss which engagement model best fits your growth objectives.
Testimonials
What People Say
Hear from business leaders who have transformed their sales challenges into growth opportunities.
Sean is one of the brightest self starters I have ever worked with. He knows how to move the needle while managing a team of productive sales people. I had the opportunity to work with Sean for over 5 years where he continually set the pace for the market. Great guy, amazing leader.
Lisa Marinkovich
Sean is a ravenous Learner/Teacher:
Sean devours business, philosophy, industry, and a variety of other information. He then boils it down and teaches it to associates, direct reports, and clients for the better of all.
