Many organizations begin seeing results within 3 to 4 weeks after a sales enablement program is implemented. Initiatives such as sales playbooks or product launch support can produce improvements quickly as sales teams apply new strategies. Most companies see more significant improvement within 4 to 8 weeks.
FAQs
General FAQs
Better conversations. Stronger leaders. Real results. Here’s what B2C sales organizations ask us most before making a move.
How long does it take to see results from one of your programs?
How do you ensure adoption of new sales behaviors?
Our programs are delivered in manageable stages so salespeople can practice, refine, and apply new concepts over time. Interactive sessions and peer collaboration help sales teams take ownership of the process and build lasting selling habits.
What role do frontline sales leaders play in your programs?
Frontline sales leaders play a critical role in all our efforts. If we are building a new sales model, we are equipping them with the skills to drive long-term behavior change. If the focus is on a more immediate sales initiative, we guide them on supporting their team’s quick actions. Over time, they are the ones who have to prioritize and reinforce the right actions.
Do you customize programs for each client?
Yes. Every sales enablement program is customized to align with the client’s brand, positioning, and messaging. This ensures the strategies and actions introduced to the sales team support a consistent experience throughout the entire buying journey.
Is your work only for underperforming sales teams?
No. Most organizations we work with are not underperforming. Many clients engage us because they see an opportunity to improve performance or because they are introducing new products, strategies, or processes. Our programs help sales teams unlock additional potential and successfully manage change.
How do you measure the success of your programs?
Success is measured by tracking the sales performance metrics that matter most to the client. Before the program begins, we establish baseline data and define the target improvements. We then track results over time, often comparing participant groups with control groups to clearly measure the impact of the program.
How do you work with sales technology?
We work within the technology environment your team already uses. Our focus is on helping sales teams get the most value from their current tools and systems. If we identify technology gaps that may limit performance, we can recommend trusted technology partners who help address those needs.
Will this disrupt our daily sales operations?
Our programs are designed to minimize disruption to day-to-day sales activity. Learning sessions are delivered in shorter formats and spaced over time so sales teams can continue focusing on their customers. The program development process is also designed to be efficient and respectful of leadership time.
Who needs to be involved from our company?
Successful engagements typically involve several levels of the organization. Executive leaders provide sponsorship and alignment, while sales leaders help guide the program and oversee implementation. A small core team works with us during development, and input from frontline salespeople helps ensure the program reflects real selling situations.
What types of companies are the best fit for your work?
Our work is best suited for companies that rely on salespeople to guide customers through an important buying decision. This often includes organizations with high-touch sales environments, such as in-home sales, retail locations, or call center sales teams, where the salesperson plays a meaningful role in the buying journey.
Services & Programs
Not sure which program fits your team’s challenge? These are the questions we hear most from sales leaders evaluating their options.
What is sales enablement, and why is it important?
Sales enablement focuses on giving salespeople the specialized tools and support they need to deliver a great buying experience. Our sales enablement strategy picks up where traditional training leaves off by providing sellers with very clear direction on what actions will drive success and support touchpoints to keep them focused.
What if my leadership team can’t agree on what sales performance help we need?
We can assist you in a few ways. We can learn more about your situation and make some recommendations on an approach that might work for you. If there is significant misalignment with your leadership team, our Sales Alignment Assessment is a detailed approach for identifying the right path for sales improvement.
Do you offer guarantees or performance-based pricing?
We have done performance-based pricing with clients in the past, with strong results for their company and InnerView. However, building a plan to track performance, establish prior baselines, run proper reporting, and review data can be time-consuming and distracting. If both sides can agree on the parameters and the quality of the sales reporting data, we are open to discussing this option.
Do you do pilot or test sales programs?
Yes. Many clients with larger sales teams like to have a portion of their salespeople go through our programs to review the team’s feedback and analyze performance. We work with clients to ensure the pace of the rollout matches their needs.
What causes an engagement not to be successful?
We try to limit the instances where we have issues during an engagement and results suffer by letting clients know what they are signing up for in advance. However, the biggest risk factor for any of our work is that companies do not commit the proper time for salespeople or sales leaders to engage with the program. This applies both to the activities during the program rollout and the ongoing efforts to keep the programs alive.
What if you have never done work in our industry before?
Our expertise is around the type of customer conversation, a high-consideration purchase where the salesperson can influence the consumer’s decision. We have applied this expertise across numerous industries successfully. If this is the type of interaction your salespeople are having, we can show you how our approach is transferable to your industry. Learn more by visiting our Are We a Fit? page.
Company
We’ve supported over 100,000 frontline salespeople. Here’s what people want to know about how we work and what makes our approach different.
Are you a marketing agency?
No. InnerView is not a marketing agency. We help sales teams execute the strategies created by marketing leaders by aligning sales conversations with the company’s value messaging at the point of customer interaction.
How is InnerView different from traditional sales training firms?
Sales training typically teaches a pre-built selling methodology through workshops or courses that focus on developing general sales skills. We learn your company’s go-to-market strategy, customers, and current sales environment and customize sales programs to drive your performance goals.
Does InnerView’s methodology work with our existing sales process?
Yes. While we do offer a program that builds a custom sales process for clients, all of our other services can use what you already have in place and help your team get more performance out of it. Visit our Programs and Pricing (link) page to learn more about our offerings.
Is your sales approach backed by research?
Yes. Our approach is informed by both original research conducted by our team and partnerships with other organizations studying consumer behavior. We combine insights about how modern customers prefer to buy with many years of “on-the-ground” experiences with sales teams to shape our selling practices.
What types of sales organizations do you work with?
Our expertise is in working with mid-market and enterprise B2C sales teams. Our programs are designed to drive change and results across a high volume of sales conversations. Visit the Is InnerView a Fit for Us (link) page to learn more about the types of companies we serve.
What size sales team is needed for your programs to be effective?
Typically we are working with sales teams that are 25 or more sellers, but have supported teams of 5,000+. We are not as much focused on the size of your sales team as much as your growth goals and opportunity for improvement. One of our most successful engagements ever was with 30 call center agents who sold big-ticket items.
Can InnerView support companies with multiple sales channels?
Yes. We ensure all your channels have one language and one approach, but we tailor the process slightly to ensure it matches up with the type of customer conversation.
How do you work with Customer Service teams or technicians if they are not in sales?
While sales might not be the primary objective of these types of service teams, all frontline teams have the opportunity to position new products and services to customers. This is an untapped source of growth for many B2C sales organizations. We have helped billing agents, retention specialists, and installers improve revenue performance while keeping them focused on their primary goal to serve.
How do you work with companies that already have a sales methodology?
If your company’s sales methodology is in place, we would focus on helping you execute it more effectively. This could involve our Thrive Leadership Program (link) or a Sales Alignment Playbook (link), both of which will reinforce your methodology and give your team clear direction on places to improve.
Why does InnerView not work with B2B sales teams?
The sales conversations we know best are high-touch consumer purchases. While B2B is often focused on prospecting and managing complex buying processes, we help B2C companies convert more of the traffic, calls, and leads they are getting into sales.
Sales Process Design
Building a custom sales process isn’t one-size-fits-all. Here’s what clients ask before we start designing theirs.
Why do you customize each Sales Process Design program?
Every Sales Process Design program is customized to align with the client’s brand, value proposition, and customer journey. This ensures the sales process reflects how the organization wants customers to experience the buying journey. Customization also improves adoption because the program is built around their company’s language and culture.
When does a sales process design program make sense for an organization?
Sales process design is most valuable when a sales team lacks a clear structure, when the organization is undergoing a major strategic change, or when the current sales process is outdated. In these situations, defining a modern sales experience helps sales teams engage customers more effectively and create more consistent sales outcomes.
Are your programs delivered virtually or in person?
Our Sales Process Design programs can be delivered either virtually or in person, depending on the needs of the organization. Both formats are structured to encourage collaboration, discussion, and practical application for sales teams.
How much time will be required from our team during the program?
A small core team typically works with us during the development phase of the Sales Process Design program. One primary point of contact helps coordinate materials, stakeholders, and scheduling. In most cases, that individual spends approximately four to six hours per week during the program build process.
How are sales learning sessions delivered, and how many people can participate?
Learning sessions are delivered in small groups of 6 to 10 participants called cohorts. This format encourages discussion, peer learning, and practical application. Multiple cohorts can run at the same time, so there is no limit to the number of salespeople we can support.
Can your Sales Process Design program support non-traditional sales roles?
Yes. Our program is designed for any customer-facing role that influences revenue or customer decisions. This includes sales teams, customer service representatives, retention teams, technicians, and in-home consultants. If a team regularly interacts with customers and has an opportunity to influence buying decisions or retention, the program can be adapted to support that role.
Can this sales process be integrated into new hire training?
The Sales Process Design program itself does not function as a standalone onboarding course. However, we typically work with internal training or learning and development teams to integrate the behaviors, messaging, and sales process into existing onboarding programs so new hires can learn the approach early in their tenure.
What is the difference between a sales process and a customer experience model?
A sales process and a customer experience model are closely related. Both focus on aligning the behaviors of customer-facing teams with the needs and expectations of the customer. In a sales environment, the goal is to guide customers toward a confident buying decision while creating a consistent and effective buying experience. Sales results and customer satisfaction should improve at the same time.
Our Sales Process Design programs are designed to work within the technology environment that clients already use. We help teams get more value from existing systems such as CRM platforms, conversation intelligence tools, coaching systems, and content management platforms. If technology gaps are identified, we can recommend trusted partners that support those needs.
Do you certify salespeople when they complete a program?
Yes, we make sure every salesperson is recognized for participating in the program and provide them with credentials to show their skills and readiness to serve customers.
How do you design a sales process?
Sales process design starts by understanding the customer journey, the organization’s value proposition, and the conversations that typically occur between sales teams and customers. From there, clear sales stages, messaging, and conversation frameworks that are based on proven consumer engagement practices. Every process should feel natural and not scripted.
How do you implement a consultative sales process?
We don’t try to train all the behaviors at once. Our methodology introduces new actions one at a time. This gives the salespeople a chance to try a new approach and get comfortable with it before adding in more behaviors. The primary learning tool we use is called a “huddle,” where a facilitator guides teams through discussion, critical-thinking exercises, and practice activities.
Thrive: Frontline Sales Leadership Program
Managers who coach win. Here’s what frontline leaders ask us most about developing the skills to drive real performance.
How much time does the Thrive Program require from our sales team?
During the Thrive Program, frontline sales leaders typically dedicate about three hours per week. This time includes workshops, coaching calibrations, one-on-one coaching sessions, and leadership development activities. After the program, leaders continue using the coaching and team development framework established during the program as part of their normal responsibilities.
Do sales managers need to participate in the program to work?
Yes. The Thrive Program focuses on developing frontline sales leaders, so their active participation is essential. They take part in all program activities and apply the coaching framework with their teams.
Senior sales leaders also participate in selected components so they can support and reinforce the program across the organization.
How quickly should we expect to see measurable results?
Many organizations begin to see positive performance trends during the Thrive Program rollout. More consistent improvements in sales performance typically appear three to four weeks after the program is completed, as leaders begin consistently applying the coaching framework with their teams.
Can the program work with experienced sales teams, not just new hires?
Yes. The Thrive Program often works especially well with experienced teams. Over time, leaders can move away from consistent coaching habits, and the program helps reestablish strong development routines that improve sales performance and skill development.
What happens after the Thrive Program ends?
When the Thrive Program concludes, frontline sales leaders leave with a clear framework of coaching and team development activities built during the program. This framework becomes part of the ongoing leadership routine, helping sales leaders continue developing their teams while reinforcing the behaviors that drive consistent sales results.
Sales Alignment Playbooks
Your value proposition only works if your sales team can deliver it. Here’s what organizations ask us about getting everyone on the same page.
Can the Sales Alignment Playbook support multiple products or service lines?
Yes, a Sales Alignment Playbook can support multiple products or services. However, most organizations choose to focus the playbook on a specific initiative or priority so sales teams have clear direction and can focus their efforts.
Can the Sales Alignment Playbook be integrated with our CRM or sales tools?
Yes. The Sales Alignment Playbook should be easy for sales teams to access in their daily workflow. Many organizations host the playbook in tools such as CRM platforms, sales enablement systems, or content management tools so the guidance is available whenever they need it.
Who owns and maintains the Sales Alignment Playbook after it is delivered?
Most organizations designate a sales leader or enablement leader as the internal owner of the Sales Alignment Playbook. This person manages updates and works with us when adjustments are needed to keep the playbook current.
Can the Sales Alignment Playbook be used for onboarding new salespeople?
Yes. The Sales Alignment Playbook can help new salespeople ramp up more quickly by providing clear guidance on messaging, customer conversations, and sales priorities. While it does not replace a full-onboarding program, it serves as a valuable reference for new team members.
Sales Acceleration Support
Big initiatives lose steam when teams aren’t bought in. Here’s what clients ask us about building real momentum around the sales priorities that matter most.
How quickly can Sales Acceleration Support be deployed?
Sales Acceleration Support can typically be deployed within four to six weeks. During this time, we work with leadership to align on objectives and develop the sales enablement framework and supporting content.
Once the program launches, we provide at least six weeks of structured touchpoints, but many clients choose to extend support.
How do you determine the messaging for the initiative?
We work with your leadership team, marketing partners, and salespeople to translate the company’s value proposition into clear messaging for real sales conversations. The goal is to ensure the messaging is relevant to target customers and practical for sales teams to use in day-to-day interactions.
What if our team has tried to promote this initiative before without success?
Many Sales Acceleration Support engagements involve products or initiatives that have already been launched but are struggling to gain traction. We often uncover areas of misalignment within the sales approach that may not have been clear to leadership. By addressing these gaps, we help sales teams approach customer conversations with greater confidence and focus.
What role do sales managers play in reinforcing the initiative?
Sales managers play a critical role by helping their teams stay focused on the priority initiative. During a Sales Acceleration Support program, managers reinforce the messaging and help salespeople avoid competing priorities that can distract from success.
How do you measure whether the initiative is gaining traction?
The first indicator of success is salesperson feedback during support sessions. These discussions help us understand how salespeople are applying the messaging and where they are seeing success or challenges.
One of the strongest indicators is time to first sale. Helping salespeople who have not previously sold the product or program achieve their first sale builds confidence and momentum for measurable sales results.
Sales Alignment Playbooks
Your value proposition only works if your sales team can deliver it. Here’s what organizations ask us about getting everyone on the same page.