This week I caught up with Oliver Tuffney, founder of Sales Velocity, a consultancy that builds scalable sales systems to reduce sales chaos. Our conversation discussed how small businesses can bring structure, predictability, and scalability to their sales functions…  turning chaotic, boom-and-bust sales cycles into steady, reliable growth.

Some key takeaways from our discussion include:

• Structure and clarity are more effective than heroics.
• Define separate roles and processes to achieve scalability.
• Involve your CFO early in modelling and compensation.
• Measure both data quality and human behaviour.
• Align incentives with overall company objectives.
• Communicate directly and with care.