A useful sales consultant begins by watching how revenue really moves. Where do leads come from? How quickly are they answered? What happens after a proposal? Who knows which deals are alive?
Expect diagnosis and execution
The first job is finding the expensive constraint. The second is helping fix it: clarifying the offer, rebuilding stages, creating scripts, setting up a CRM, automating follow-up, making landing pages or coaching managers using real deals.
Training can help, but training alone cannot repair a broken handover or a spreadsheet nobody updates. Advice should turn into tools, behaviour and numbers you can see.
Ask three awkward questions
What will be different in eight weeks? Which parts will you build yourself? How will we know it worked? If the answers float away on a cloud of jargon, keep your wallet seated.
Good consulting creates independence. You should understand the system, own the data and supervise the work without needing the consultant to breathe on it every Tuesday.
Useful next moves
Useful sources
McKinsey on improving B2B sales performancePrefer your good ideas offline?
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