Find the constraint first. Then fix it.
Sales forces rarely underperform everywhere at once. Usually one part of the revenue system is holding the number back more than the rest. A sprint finds that part, then puts 90 days of focused work into it with the sellers and sales managers who own it.
Revenue challenges are constraint-driven, and a chain is only as strong as its weakest link.
When the number is short, the instinct is to train everyone on everything. That's expensive and slow, and it spreads the same budget across 3 areas when one of them is doing most of the limiting.
Fixing the wrong constraint also costs you more than the money. Nothing improves, and the next time you propose a change, your sellers and your CFO both remember how the last one went.
A sprint works the other way around. Find the constraint first, using your data rather than an assumption about it. Then put 90 days of focused work into that one area, with the sales managers learning alongside their teams, and give it enough emphasis to hold.
3 places growth gets stuck. Usually one of them is limiting you more than the rest, and it isn't always the one that comes up in the pipeline review.
Nobody should sell you a sprint before knowing which one you need, and that includes me.
29 questions, no cost, no obligation. It scores where your biggest constraints are and where you have the most room to improve.
30 minutes together, with whatever data you have. The diagnostic gives us a starting point. This is where we test it against what you're actually seeing.
Pipeline Creation, Opportunity Conversion, or Account Expansion. If more than one needs work, we run the sprints in sequence rather than all at once.
Sometimes the constraint is territory design, compensation, or hiring. If that's what's happening, I'll say so on the call rather than sell you a sprint.
Each sprint runs 90 days and covers 9 or 10 modules from The CoNavigator Method for B2B Sales Mastery. The same material as the full program, concentrated on one part of the revenue system rather than spread across all of it.
Set more, better-qualified appointments.
Manage opportunities more effectively to improve win rates.
Set data-driven account objectives and plans to achieve them.
Weekly, in pieces small enough that nobody leaves the field. Sales managers learn it alongside their teams, because they decide whether any of it survives the last workshop.
Every workshop includes reinforcement, discussion, Q&A, and practice.
Both work. Which one you need depends on how concentrated the problem is.
See TCM for B2B Sales Mastery, the full 26-module program.
Results from implementations of this method across three decades, under earlier names.
What determines whether you see numbers like these is adoption, and adoption is mostly determined by sales managers. Not by whether they sponsor the sprint, but by whether they inspect and coach the work after the workshops end. That's why they're in the sprint rather than sponsoring it from a distance, and why every module ends with coaching points written for them.
Mike has spent his career building the systems that make sales forces perform: hiring, onboarding, training, coaching, process, methodology, and the management operating system that holds it together.
He's supported sales forces of up to 6,000 as an employer and 12,500 as a consultant, and he's built 5 sales methodologies and implemented 10 others. The CoNavigator Method came out of 12 top-performer analysis studies conducted over 16 years, comparing the strongest performers against a control group of average performers across multiple organizations and industries.
He created The Building Blocks of Sales Enablement framework and wrote the book of the same name (ATD Press, 2021), and he publishes Sales Enablement Straight Talk, a newsletter with more than 34,000 subscribers.
He leads every workshop himself. More about Mike.
Pricing is completely transparent, and it takes one conversation to be accurate rather than approximate.
With 4 pieces of information, you get a quote in minutes covering the whole sprint, from the pre-sprint communication through the post-sprint support.
Payment in full is required before kickoff.
Bring enablement, RevOps, sales training, or product marketing in as auditors. Common language across those roles makes adoption easier afterward.
Take the diagnostic and you'll know where your constraint is before we talk. Or book 30 minutes and we'll work it out together. Either way, the first conversation is a situation assessment, and it might end with me telling you a sprint isn't what you need.
The overview walks through all 3 sprints module by module, the implementation schedule, the materials, and what the 90 days asks of your team.
Read the overview