Build A Sales Function That Makes Sales More Predictable

It provides sales leadership. The work is to understand what moves the needle, install the system and process, lead the sales function, build the team and build predictability in pipeline. It is a leadership role inside the business, not an advisory report.

Neither. Predictable Sales does not start with generic advice, more lead generation, or a recommendation to hire another salesperson. It works out what is actually holding sales back, then puts the ownership, visibility and rhythm in place to fix it. If a business needs someone to make calls and close deals, that is a different hire.

It is the same category of role. Fractional sales leadership goes by several names — fractional VP of Sales, fractional sales director, part-time head of sales. The substance is senior commercial ownership without a full-time hire: someone accountable for pipeline health, deal progression and execution discipline.

A consultant advises and leaves a recommendation. This is leadership inside the business — hands-on work in your CRM, your pipeline and your team's week. That is also why it is capped at three clients: past that it stops being hands-on and starts being advice, which you can get anywhere.

Senior commercial ownership without a full-time hire. One point of accountability translates strategy into daily activity, establishes rhythm and ensures follow-through end to end, so a business can lead sales properly before it can justify a full-time sales director.

B2B technology and SaaS companies selling complex solutions, where deals involve multiple stakeholders, technical validation, procurement and long decision cycles — and where relationships, memory and ad-hoc follow-up are no longer enough to keep opportunities moving.

Four components: senior ownership without a full-time hire, visibility without complexity, daily rhythm without internal overhead, and consistency in place of reactivity.

With a 30-minute Clarity Call, not a proposal. It is a working session on how sales is operating today, where execution is breaking down and where leverage exists. From there the usual first step is the Profit Levers Workshop, an evidence-based diagnosis across pipeline, conversion, deal value and retention — diagnose before prescribing.

This is hands-on work inside a client's CRM, pipeline and team's week. Past three clients it stops being that and starts being advice. Predictable Sales also never takes two businesses in the same industry chasing the same customers.

Pricing is not published. It depends on the state of the sales function and what the engagement needs to cover, so it is discussed on the Clarity Call. Predictable Sales is an Australian business and quotes in Australian dollars (AUD).

Bentleigh, Victoria, in Melbourne, Australia. Andrew Linnett works with clients across Australia.

The Director of Predictable Sales. He has thirty years in sales, growing revenue and leading the sales function in mid-size organisations, around twenty of them in technology businesses selling complex solutions into demanding enterprise environments.

Yes. Leading the sales function is the work — establishing rhythm, holding the team to it, developing the people in it and building the team out where it needs building. It is not a review delivered from the outside.

That is the usual situation. Inconsistent sales is rarely a talent issue; it is almost always a rhythm issue. Capable people underperform when nobody owns pipeline progression, when visibility is fragmented and when follow-up depends on individual effort.

By replacing opinion with evidence. Where forecasts are based more on instinct than evidence, the fix is visible deal progression, a clear owner and a defined next step for every priority opportunity, so pipeline, deal risk and forecast confidence can actually be seen rather than estimated.

It maps how revenue is currently created, from first contact to closed deal; assesses the four profit levers to see which actually drive growth; reviews the five critical sales functions for gaps, overlap and friction; and surfaces where effort is creating leverage and where it is creating drag.

A clear view of which profit levers will move revenue fastest right now, evidence-based priorities instead of instinct-driven decisions, a short list of actions that create momentum without adding complexity, and clarity on what should be improved next and what should be left alone.

Yes. This is hands-on work inside your CRM, your pipeline and your team's week. Most businesses have a CRM; very few have a system they trust, and closing that gap is part of the job.

Usually when it has outgrown selling by instinct: the product sells, but the selling does not repeat. Opportunities stall without an owner, leaders are still rescuing deals, and the business needs sales led properly before it can justify a full-time sales director.

Yes. Predictable Sales is based in Bentleigh, Victoria, and works with clients across Australia.

The four components together: senior ownership without a full-time hire, visibility without complexity, daily rhythm without internal overhead, and consistency in place of reactivity. It is the structure that lets complex sales be managed with control rather than effort.