Where Sales Volatility Begins

In many B2B organisations, capability is not the constraint.

• Sales teams are experienced.

• Targets are defined.

• CRM systems are operational.

• Reviews occur on schedule.
  
  

On paper, the commercial architecture appears sound.

Yet performance volatility persists.

• One quarter outperforms.

• The next underdelivers.
  
  

Forecasts look strong mid-cycle and unravel near close.

Margins hold early, then erode under negotiation pressure.

Late-stage deals stall without clear structural diagnosis.

This is rarely a competence issue.

It is a structural alignment issue.

Because sustainable sales performance is not driven by intensity.

It is driven by accountability design.