Most CRMs are graveyards. Pipeline stage discipline, MEDDIC-aligned fields, the 5 dashboards that drive behaviour, turn your CRM into a forecasting instrument, not a data-entry chore.
Most CRMs have 47 custom fields, a pipeline stage definition that varies by rep, and dashboards built three reorgs ago that nobody can quite remember the source of. Reps fill in what they have to and skip the rest. Forecast accuracy is mediocre. The CRM is doing the opposite of its job, it's a tax on the team rather than a tool for them.
This workshop is built on the MEDDIC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) operationalised as CRM fields, combined with the pipeline stage exit criteria methodology used by Force Management. It's the toolkit for turning a CRM from a data graveyard into a forecasting instrument.
The day is built around your real CRM and your real pipeline. Delegates audit their current setup in the morning, redesign the stage exit criteria and the dashboards in the afternoon, and leave with a configuration plan, not a workbook.
Built on MEDDIC + Force Management pipeline disciplineEvery TESS workshop is designed backwards from the change you want to see in your team's behaviour. Here's what coaching graduates do differently on the Monday after.
Stop 'commit by feel'. Every stage has explicit, MEDDIC-aligned exit criteria, passed or fail.
The discipline of removing what nobody fills in. The 12 fields that actually drive the forecast.
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, captured per opportunity.
Pipeline health, forecast confidence, stale deals, win/loss patterns, rep activity quality, and what to retire.
What to clean weekly, what to clean monthly, what to leave alone, the discipline of a 30-minute weekly Ops review.
The 3 ways to make reps want to use the CRM, not the 3 ways management usually try.
Full-day format shown. The half-day version focuses on the morning blocks with a condensed live round at the end.
Genuinely the first time I've left a coaching course able to do it on Monday. The live rounds with feedback made the difference. My 1:1s have completely changed shape.
Pricing depends on group size, delivery mode (live online vs in-person) and whether we tailor the curriculum to your sector. Closed cohorts start from a few hundred pounds per delegate for half-day workshops and scale from there. Book a 15-minute discovery call and we'll give you a concrete figure within 24 hours.
Sales Ops & CRM is a full-day workshop by design, the afternoon's dashboard and cadence redesign is what produces the deliverable. A half-day version covering stage redesign and field audit only (no dashboard build) is available as a foundational session.
We're flexible. Most cohorts run with 10–20 delegates, but we regularly deliver for smaller groups of 2–4, particularly for senior teams or specialised sectors. The live coaching rounds work better with even numbers, but we'll make any group work.
Live online is our default and works well for coaching, breakout rooms make the practice rounds work cleanly. We also deliver in-person at your site or a venue you choose, particularly when the cohort already work in the same room.
Typical lead time from a first call to delivery is 2–4 weeks. We can move faster if you need to, the limiting factor is usually your calendar, not ours.
Yes. The frameworks (GROW, TGROW, observable behaviours) stay the same; the examples, exercises and case studies are tailored to your sector, tools and your team's real work. We discuss this on the discovery call and rebrief the practitioner before delivery.
Yes. Every delegate receives a CPD-certified digital certificate on completion. The certificate references the hours of learning and the frameworks covered, so it can be added directly to a CPD record for any chartered or professional body.
We allocate a TESS coaching practitioner based on your sector. All practitioners are independently qualified coaches (ILM Level 5 or equivalent) with active corporate coaching practices. We'll send the named practitioner's bio after the discovery call.
Two ways in. Book a 30-minute discovery call below, or fill out the form and we'll reply within 24 hours with cohort options for your group.