A few people deliver most of the numbers, and results fall when they leave
BusinessOS · Sales and Commercial Excellence
Make sales results repeatable, not dependent on a few star performers
Build the sales operating model behind consistent growth. PathWeave helps founders and sales leaders set realistic plans and targets, define how the team sells, design incentives that drive the right behaviour, and run a performance rhythm managers can sustain.
Sales planning and excellence leadership at Info Edge (Naukri.com) · Commercial process excellence at Kohler India
WHY SALES GROWTH STALLS
When sales growth depends on effort rather than a system
Many growing businesses hit a ceiling where adding salespeople no longer adds proportionate revenue. The reason is rarely effort. It's the system around the sales team.
You may recognise the signs:
Targets are set top-down each year with little link to territory potential or capacity
Every salesperson sells differently, and managers can't say which approach works
Incentives reward volume while margin, collections or new-customer growth suffer
Sales reviews discuss numbers but rarely end with clear actions and owners
New hires take too long to become productive
We start with how your business actually wins and loses deals, and then design the plan, process, incentives and management rhythm around it.
WHAT WE DO
Sales and commercial excellence services
01
Sales planning and target setting
Annual and quarterly sales plans, target setting based on territory potential and team capacity, and the assumptions behind the number made explicit.
02
Territory, coverage and sales structure
Territory and account allocation, coverage models by customer segment, sales roles and span of control, so effort goes where the revenue potential is.
03
Sales process and playbooks
A defined way of selling — stages, key activities, qualification and handoffs — captured in practical playbooks for each role. When the process needs to live in a CRM, our CRM and revenue operations services take it into the system.
04
Incentive and compensation design
Sales incentive plans that reward the outcomes that matter, whether revenue, margin, collections, new customers or product mix, with clear rules, simple calculations and a cost the business can afford.
05
Sales performance management
KPIs by role, performance reviews, coaching routines and structured management of under-performance, so managers lead on evidence rather than impressions.
06
Sales governance and review rhythm
Weekly, monthly and quarterly sales reviews with clear agendas, decisions and action tracking. For the dashboards behind them, see our sales dashboards and BI consulting.
EXPERIENCE
Experience behind the approach
PathWeave's sales and commercial excellence work is led by co-founder Srrinivas Sharrma, who has run sales planning, process and performance systems from inside large sales organisations.
Info Edge (Naukri.com) — Sales Planning and Excellence
As Senior Vice President, led national sales planning, CRM transformation, analytics, incentive systems and sales-process improvement.
Kohler India — Business Process Excellence, Commercial
Led commercial process excellence covering sales processes, sales technology and CRM, coordinating across Sales, Marketing, Technical Services, Supply Chain and Logistics.
DELIVERABLES
What the engagement delivers
Diagnose
Sales performance diagnostic; win/loss and productivity analysis; priority list
Design
Sales plan and target model; territory and coverage design; sales process and role playbooks
Incentivise
Incentive plan design, rules and cost model
Embed
KPI framework by role; review-meeting calendar and agendas; manager coaching routines
Improve
Quarterly plan and incentive review; improvement backlog
PROCESS
How the engagement works
- 1. DiagnoseAnalyse sales performance, productivity and how deals are won and lost, and interview leaders, managers and top performers.
- 2. DesignAgree the plan, targets, coverage, process and incentives with your leadership team.
- 3. PilotTest the new process and review rhythm with one team or region before rolling out.
- 4. EmbedTrain managers, launch the review rhythm and support the first cycles.
- 5. ImproveReview results each quarter and adjust targets, incentives and playbooks as the market changes.
CONNECTED COMMERCIAL SYSTEM
Part of a connected commercial system
Sales excellence works best when process, systems and data line up:
Process in the system
CRM and revenue operations services put the sales process, pipeline and forecasting into the CRM your team uses.
Numbers leaders trust
Sales dashboards and BI consulting turn sales data into a single view for every review.
The people behind the plan
For sales roles, hiring and manager capability, see PeopleOS HR and organisation consulting.
Build a sales system, not just a sales team
Tell us where sales performance is uneven and what leadership can't rely on. We'll show you which parts of the sales operating model to fix first.