Most sales plans collapse in Q3. Territory design, pipeline maths, capacity modelling and the planning cadence that holds up when the market shifts.
Most sales plans are built in November, signed off in January, and quietly abandoned by August. The number was set top-down. The territories were drawn by org-chart logic. The capacity model assumed everyone hit ramp on day one. By Q3 the gap is too big to close, the team has rotated, and the planning meeting is replaced by a forecast call asking 'how confident are you?'
This workshop is built on the capacity-led planning methodology used by best-in-class B2B sales orgs — combined with MEDDIC pipeline qualification for the bottom-up reality check. We work the discipline of territory design, pipeline coverage maths, and the quarterly re-planning cadence that turns a static plan into an instrument you actually steer with.
The day is built around your real plan. Delegates bring their current FY plan, stress-test it against the four most common failure modes, redesign territories where needed, and leave with a plan that has a fighting chance of surviving Q3 — not a workbook.
Built on capacity-led planning + MEDDICEvery 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.
The 4 most common failure modes — and the 3 questions that surface them in 20 minutes.
Stop carving by region when your customers buy by vertical. The 3 territory models and when each fits.
Why 3x is usually too low and 6x is usually too high. The right ratio for your sales cycle, ACV and conversion.
Ramp time, attrition, productive capacity — what number a 12-rep team can actually hit.
Top-down vs bottom-up reconciliation — and the negotiation discipline that lands quota fairly.
What to revisit, what to leave alone, when to redraw — without the team losing trust in the plan.
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 Strategy & Planning is a full-day workshop by design — the afternoon's plan-redesign work is what produces the deliverable. A half-day version focused on territory and coverage maths only (no quota or cadence work) 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.