When attainment drops, the default reaction is "we need more training." Usually the issue is upstream: misaligned incentives, broken territory design, manager span-of-control, or a comp plan that quietly rewards the wrong behavior. We diagnose the structure first.
Sales effectiveness is the layer between strategy and execution. When it breaks, the symptoms show up in attainment numbers — but the root cause is almost always structural, not behavioral.
Audit whether the comp plan rewards the behaviors leadership says they want. Most plans drift over time and quietly incentivize the wrong things.
Coverage gaps, account overload, manager span-of-control. The structural conditions that make individual reps look "ineffective" when the system is the issue.
Training, playbooks, manager coaching cadence, and the operational rituals that let strategy actually compound through reps. Built last, after the structure is right.
We work with sales leaders who suspect the issue is bigger than rep skill — and want a diagnostic before committing to a six-month enablement program.