Our Approach Overview

General Performance Improvement:

Performance is determined by the interplay of processes and skills. As W. Edwards Deming demonstrated, process defines the ceiling and floor of the performance range. In turn, skills determine the ultimate performance within the defined range. Performance improvement programs need to consider both processes and skills, and how they work in tandem. Understanding this inter-relationship is critical to designing an effective performance improvement program that maximizes the return from development efforts.

To create and implement effective and efficient improvement programs for individuals, teams, and organizations, we take into account both processes and skills - individually and in combination. Toward that end: 

  • We have created a developmental model that considers the combinations of skills and proceeses that naturally build on each other 

  • We use the standard Universal Process Model for process mapping, development, and refinements

  • We base our skills development programs on sound adult development and learning principles that have been proven to be highly effective in applied settings

Sales Enablement:

Our speciality is sales enablement. We use an evidenced-based approach to selling that has a proven track record of:

  • Producing consistent revenue

  • Creating satisfied customers

  • Integrating cross-departmental efforts

  • Using corporate resources more efficiently

As data and insights have been pulled together from a variety of sources and disciplines, our understanding of sales and marketing has grown. Key areas of growth include:

  • We have deeper insight into the buying process and how vendors can be more effective at each stage of the buying cycle

  • We have greater understanding of how to align buying and selling behavior, allowing vendors to prevent objections and better manage buyer expectations

  • We know more about the formation and maturation of sales and marketing processes, enabling organizations to become more efficient and utilize automation tools

It is important to note that some significant technological advances have changed the way buyers and sellers interact. Specifically technology has:

  • Made more information available to buyers than ever before

  • Enabled buyers to delay, or even avoid completely, any interaction with a sales representative

  • Dramatically changed how customer service is provided

  • Allowed data to be more easily shared internally (within the revenue organization)

Integrating the new data and technological advances, our approach to sales enablement includes:

  • A comprehensive perspective on revenue generation that incorporates all of the relevant business functions and integrates them into a single organization to coordinate their efforts

  • Deep insight into the process people go through in making a buying decision, and how to align sales and marketing with how people buy

  • Extensive study of the best practices in sales, and how to affect change in sales reps and sales organizations

More information on these topics can be found on the specific pages in the 'Our Approach' section. You can also read more about the components that comprise the revenue organization and its development.



  • "HSG designed and implemented an online ordering and financial system for our client that far exceeded expectations." Jackie Townsend, President

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  • "During our merger, Paul's guidance helped us navigate the challenges we faced integrating the two organizations." Jayne Hancock, President

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  • "Paul's training, coaching, and tools helped me with specific accounts and grow overall as a sales professional." Rex Klein, Account Executive

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  • "Paul's marketing and project management expertise was critical in successfully launching our first Security Summit." Michael Jones, President

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  • "Revenue has increasd by 25%. New customers are coming in...We've developed new revenue streams and more are on the way." Steve Wilson, Proprietor

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  • "...Paul gave us the crucial information, tools, and coaching to convert more of our enterprise level opportunities into wins..." Eric Albertson, President

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  • "Paul helped us move into larger accounts, which resulted in an opening sale of $280,000." Rex Klein, Vice President of Sales

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  • "Paul's...program reduced the time my new reps took to reach quota by two months..." John Sedlacek, Vice President of Sales

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Tools & Tips

Sell unto others as you would have them sell unto you.

The Golden Rule applies to selling as it does to life.

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Common practices are not necessarily best practices

Learn what the top sales performers do to increase their win rate and consistently make quota.

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