Less founder dependency
Establish clear ownership, accountability and management processes so the business no longer relies on the founder to drive every opportunity.
Sales Leadership for B2B Businesses & PE/VC Portfolios
Stronger sales performance.
More predictable revenue.
When growth stalls, forecasts become unreliable or sales teams fail to deliver consistently, I help leadership teams find what's holding performance back and fix it.
25+years building B2B revenue teams
£10M+region built from zero
200%+regular team quota performances
£3.6Mrecord enterprise deal
Client perspective
“Scott did a phenomenal job building our go-to-market and sales function from the ground up. His structured approach, commercial expertise and exceptional attention to detail, particularly in recruitment and developing our sales processes, gave us the foundations to scale with confidence.”
Start with the challenge
What's stopping your sales organisation from performing?
Recognise the symptoms. Explore what might be behind them and where the right support can help.
Pipeline Isn't Converting
Plenty of activity. Not enough revenue.
Explore the causes +
A busy pipeline can hide weak qualification, shallow discovery or deals without a clear buying process. I examine where progress breaks down and what needs to change.
Find the Pipeline ConstraintForecasts Keep Slipping
Too much optimism. Too little evidence.
Explore the causes +
Close dates may reflect internal targets rather than customer commitments. Deal inspection and a consistent forecast rhythm help separate buyer evidence from seller optimism.
Strengthen Forecast DisciplineThe Team Is Inconsistent
Results depend on a handful of people.
Explore the causes +
Different approaches to discovery, qualification and deal management can leave results dependent on individual talent. Clear standards, coaching and management routines make good practice repeatable.
Explore Fractional Sales LeadershipGrowth Has Stalled
Your sales operation hasn't kept pace.
Explore the causes +
The team, market or sales motion may have changed faster than your processes and capability. Build the people, go-to-market approach and operating foundations your next stage requires.
Explore Build & ScaleHiring Misfires
New hires struggle to ramp.
Explore the causes +
Interview confidence can conceal gaps in preparation, judgement or role fit. A chemistry meeting and scored written task give you evidence before the company interview, with clearer priorities for onboarding.
Explore Sales Hiring & AssessmentLack of Senior Leadership
You're not ready for a VP / CRO yet.
Explore the causes +
The business needs commercial direction, coaching and accountability, but a permanent executive appointment is not the right next step. Fractional leadership provides senior support within an agreed remit and capacity.
Explore Senior Sales SupportBeyond founder-led sales
Still running sales yourself? That's the problem.
You've built the business, won customers and hired people. But you're still involved in every important deal, every forecast review and every difficult sales decision.
At some point, being the person who drives every sale becomes the very thing holding growth back.
I work with founders and leadership teams to take control of sales performance, develop their people and build a more predictable sales operation. That means introducing the leadership, accountability and commercial discipline needed to grow without everything depending on the founder.
Explore Fractional Sales LeadershipBetter sales performance
Improve qualification, deal execution, coaching and forecasting through active commercial leadership.
A business built to scale
Create repeatable processes and develop the people needed to support sustainable growth.
One connected system
How a repeatable commercial engine works.
Each element supports the next. Select a stage to explore how direction, capability and daily execution combine to improve commercial performance.
Strategy
Choose the customers, problems and commercial priorities worth pursuing. Clear choices give the team a shared direction.
People
Match roles, capability and coaching to the strategy. The right people need clear expectations and support.
Process
Give the team a consistent way to discover needs, qualify opportunities and agree meaningful buyer commitments.
Pipeline
Use that process to build credible opportunities. Quality, momentum and buyer evidence matter more than activity alone.
Management
Inspect deals, coach the team and follow through on decisions. A regular operating rhythm connects the elements.
Revenue Performance
Measure commercial results against the plan. Feed what you learn back into strategy, people and execution.
A practical place to start
Your sales problem may not be the one you think it is.
More activity will not fix unclear positioning, weak qualification or a sales process built around hope. I look across the whole commercial system to identify the real constraints and prioritise what to fix first.
The Sales Performance Audit is the quickest way to establish what needs fixing, using evidence from your pipeline, process and team.
Scott Boocock
Diagnostic findings
ILLUSTRATIVE EXCERPT
Scott Boocock
Sales effectiveness
scorecard
scorecard
ILLUSTRATIVE EXCERPT
Scott Boocock
Pipeline health
ILLUSTRATIVE EXCERPT
Scott Boocock
The first 90 days
ILLUSTRATIVE EXCERPT
See what a Sales Performance Audit delivers.
You receive a structured scorecard, evidence-backed priorities and a practical 90-day action plan — with clear actions, owners and measures.
A defined standalone project. The scope and timing are agreed up front, around your business, the evidence available and the decisions you need to make. Ongoing implementation support is a separate engagement.
Sales effectiveness scorecard
ExampleIllustrative example — not client data.
Pipeline quality2/5
Qualification, stage conversion and stalled opportunities reveal whether pipeline represents genuine buying intent.
Sales process3/5
Discovery, buyer commitments and clear stage standards show where deals progress — or lose momentum.
Forecast confidence2/5
Historic slippage, close-date assumptions and opportunity evidence show how dependable the forecast is.
Team capability4/5
Interviews, call evidence and deal reviews identify strengths, coaching needs and gaps in role clarity.
Management cadence2/5
Pipeline reviews, coaching, reporting and follow-through show whether decisions become action.
Select a category to explore what the audit examines.
How we work · Working together
Know what happens next.
Clarity first. Then focused execution. Clear responsibilities, practical changes and regular reviews keep the work connected to commercial priorities.
Your first 90 days
- 01–30
Diagnose
Understand and prioritise.
Review the evidence, find the real constraints and agree the changes that matter most. - 31–60
Implement
Put improvements to work.
Work alongside the team on the agreed processes, coaching and management routines. - 61–90
Embed
Measure and reinforce.
Review progress, strengthen ownership and make better practice repeatable.
An illustrative framework for ongoing support. A standalone audit follows its own agreed timetable.
About Scott
Sales leader, builder and operator.
I have spent more than 25 years building and scaling B2B revenue organisations across EMEA, from zero-to-one go-to-market through to enterprise scale.
I have built teams from scratch, grown regional revenue from zero to more than £10 million, led teams beyond quota and closed complex, multi-million-pound enterprise deals.
My work combines board-level commercial thinking with the practical detail of hiring, coaching, pipeline creation, deal strategy and weekly execution.
Explore my career experience · Who I Work With
AttentiveLed 11 AEs across EMEA, winning brands including M&S, Zara, H&M and Sports Direct.
Treasure DataBuilt the EMEA and India organisation from zero to 40 people and more than £10M ARR.
AdobeClosed the largest EMEA Advertising Cloud deal in company history. President's Club Winner.
Business BuilderBuilt and exited multiple start-ups, with experience on both sides of the advisory table.
Sales leadership insights
Experience turned into practical sales expertise.
Perspectives on pipeline, forecasting, leadership and building a sales operation that can perform consistently.
Explore All InsightsFeatured insight · Sales performance
Your Sales Team Isn’t Underperforming. Your Sales System Is.
Why pushing salespeople harder won’t fix a broken commercial engine and what business leaders can do instead.
Scott Boocock · 8 min readRead the Article
RevOpsMarketingRecruitmentFinanceCommercialLeadership
Working with specialists
Partnerships & Collaboration
Stronger commercial outcomes start with connected expertise.
I work alongside fractional executives, consultants, advisers and specialist businesses to connect experienced sales leadership with RevOps, marketing, recruitment and finance.
Whether it’s a trusted introduction or a joint client engagement, the focus is clear: complementary expertise, clear responsibilities and practical improvements for the client.
Explore PartnershipsFeatured Interview
What Does It Really Take to Build a High-Performing Sales Organisation?
I've spent much of my career building and leading sales teams across different markets, from early-stage businesses to global technology companies. Along the way, I've learned that successful growth rarely comes from simply replicating what worked somewhere else.
In this conversation with Simon Gregory from Primis Talent, I discuss some of those experiences, including the challenges of international expansion, building effective teams, adapting sales strategies and creating the conditions for sustainable revenue growth.
Watch the Conversation
Start with a conversation
Find the right support for your business
Whether you lead a B2B business or support a PE or VC portfolio, an initial conversation can clarify where a sales performance review, fractional leadership or practical transformation would help.
Book a 30-minute ConversationPrefer to explain your situation first? Send me an enquiry.