Evidence before conclusions
We examine the process, available data and authorized customer conversations. Direct observations are distinguished from hypotheses that need further validation.
How We Work
A disciplined process. A clearly defined engagement.
Understand the business questions before prescribing changes. Examine the available evidence, identify what is directly observed and establish the priorities leadership needs to consider.
Each engagement is shaped by the company, its sales operation and the scope agreed at the outset.
How we work
A disciplined process. A clearly defined engagement.
- 01
Define
Agree on the business questions, the scope of analysis, the available data, and the intended deliverables.
- 02
Examine
Review the sales process, available metrics, and selected customer conversations.
- 03
Prioritize
Identify the most consequential observed gaps, distinguish findings from assumptions, and develop recommended actions.
- 04
Review and Improve
Present the findings to leadership and, where separately agreed, review progress against the improvement priorities over time.
Operating principles
Clear findings. Clear responsibilities.
Scope before work begins
Business questions, review period, access requirements, deliverables, responsibilities, timing and fees are agreed in advance.
Leadership retains implementation responsibility
An assessment produces findings and recommended priorities. It does not automatically include implementing every recommendation, managing sales representatives, sales coaching, roleplays or technical CRM work.
Recurring support is separately defined
Ongoing advisory reviews agreed metrics and progress against priorities at a defined cadence. It does not mean unlimited availability or guaranteed performance improvements.
Direct participation requires authority
Commercial Interventions is situation-specific. We agree on the objective, prepare the engagement, participate only where authorized and document agreed decisions and next steps.
From assessment to ongoing support
A defined review or ongoing performance advisory.
Defined engagement
Defined Inside Sales Performance Review
A one-time engagement with an agreed scope, review period, available data, analysis, findings, and executive briefing.
A focused assessment for leadership seeking to understand the current process and decide which improvements to prioritize.
Recurring engagement
Ongoing Commercial Performance Advisory
A recurring engagement to review agreed metrics, monitor performance patterns, assess progress against recommendations, and provide leadership with an independent perspective on emerging issues.
A retainer does not automatically include full implementation, direct management of sales representatives, sales coaching, or unlimited availability.
Scope, responsibilities, review cadence, deliverables and fees are agreed before work begins. Fees depend on scope, size, complexity and data availability. Recommendations and recurring support do not guarantee a specific improvement in conversion, revenue, EBITDA or productivity.
Clarity of role
Specialist assessment—not an outsourced sales department.
O’Connell & Company is not a marketing agency, appointment-setting service, call center, software provider, sales-training business or personal coaching practice. It does not replace internal leadership or qualified legal counsel, and does not provide legal representation or formal arbitration.
Questions
Plainly answered.
Understand the breakdown before deciding what to change.
If your inside-sales organization is underperforming, or an important commercial situation has reached an impasse, start with a conversation about what's happening and what you need to understand.
We will discuss the situation, determine whether the engagement fits our scope, and establish a clear next step if there is a basis to work together.