Proposal · Impact Sprints
Five out of five on Situation. One out of five on Impact.
A plan to close the gap you already found.
A plan to close the gap you already found.
None of that existed before you arrived, two and a half months ago. What you asked for is a second voice to reinforce it, and a way to know whether it is landing.
You graded the team without being asked. We have not changed a number. Decision splits by motion: mid-market 2 to 3, SMB 1.
What they have never been taught is how to turn that knowledge into a number the customer says out loud.
That is a single, teachable skill. It is also the one that stops a rep from quoting and moving on.
Agree the KPI, build the scorecard and rubric against your process, confirm with your frontline leaders.
One skill. Remote, cohort-based, built on your deals and your buyer.
Live call review against the rubric. Cohorts near 20, so three to four calls reviewed live each session. Reps self-score, managers score, we score.
Same rubric, same reps, before and after. You get the movement, not an opinion.
Powered by the Fathom setup you already have. We build the scoring system and the prompts against your recordings, in your stack. Nothing new to buy, nothing new for a rep to log into.
Figure 1. Winning by Design Impact Sprint report, enablement readout, July 2024. Client anonymized. Fifteen learners, three frontline managers. Their starting point looked like yours: fewer than one in five consistently moved from Pain into Impact.
Figure 2. Increase in ARR by level of methodology adherence. Winning by Design study of 58,000 sales opportunities. You already clear the first bar. Months one and two buy the two steepest segments.
Priced per cohort. Your 35 sellers split into two cohorts of roughly 18, which keeps live call review possible for nearly everyone.
| Line | Basis | Investment |
|---|---|---|
| Impact sprint | Cohort A $25,000 · Cohort B $15,000 | $40,000 |
| Critical Event sprint | Cohort A $25,000 · Cohort B $15,000 | $40,000 |
| Third sprint, chosen from the data | Cohort A $25,000 · Cohort B $15,000 | $40,000 |
| Managing for Impact, open course | Three frontline leaders at $2,500 per seat | $7,500 |
| Total | $127,500 |
We recommend two cohorts rather than one. In a room of 35 people, reps blend into the background and the impact drops. At roughly 18 each, everyone gets individual time and their own call reviewed. The first cohort of any skill is $25,000 and the second is $15,000, because the design, rubric, and scorecard are built once. Travel does not apply; all delivery is remote.
Choosing now would be guessing. After two sprints you have two re-scores on the same reps against the same rubric, and that tells us which skill is actually costing you deals.
Your three frontline leaders go through Managing for Impact, our open course, alongside leaders from other companies.
They learn to run the same rubric you will be scoring against, so their two reviews a month become the reinforcement engine rather than an admin task. Running it open also means they hear how other leaders handle the same problem, which lands differently than hearing it from us.
The scoring runs on your Fathom recordings, in your Salesforce, on your Claude tokens.
We build the scoring system and the prompts, and they stay with you. Your managers keep scoring with them and every new hire gets the same standard from week one. No annual license, no platform to keep paying for. You mentioned you are building your own scoring and coaching skill in Claude. We would like to look at it before this starts, and build the sprint rubric to feed it rather than duplicating it.
They join AI for GTM, our open course: discovery, research, and proposals run with AI, every output grounded in SPICED and ready for the CRM.
It runs on a published schedule across global time zones, which matters for your people in Slovenia, Switzerland, and Italy. A new rep reaches the same standard as the team without you assembling another cohort, and without pulling your managers off their coaching cadence to run onboarding.
Course datesA 60-minute design call with you and your three frontline leaders to lock the KPI and approve the scorecard.
Baseline scoring runs off recordings you already have, so nothing waits on your team.
Full detailThe detailed version is a single page. Drop it into Claude and ask it to pressure-test this against your own call data before you decide.
One thing worth reading, a year on from your Revenue Architecture certification:
Growth in the Age of AI, our research on why AI-native companies are breaking out while SaaS-natives stall, and how compound growth loops surface the GTM capacity you already have.