Our Process

We Don't Guess.
We Engineer Predictable Revenue.

Across every industry and every market, India or international, each Sales Fundas engagement follows a defined 4-stage process with agreed milestones, measurable outcomes, and a written roadmap delivered in Week 2.

The 4-Stage Method

From First Conversation to Fractional Sales Director Partnership

This process applies to every engagement — Fractional Sales Director Partnership, B2B Startup Sales Consulting, and High Impact Sales Training programmes. The depth varies by engagement; the discipline is constant.

01
Stage One · Weeks 1–4

Diagnose & Audit

Prescription without diagnosis is malpractice. Before we build anything, we look at everything — your pipeline data, your team capability, your ICP clarity, your pricing, your win/loss patterns, and your CRM usage. Most of the answers are already in the data. We just need to look honestly.

By the end of Week 2, you receive a written Sales Health Report — your 3 biggest pipeline constraints, your team's capability gaps, your ICP clarity score, and a prioritised transformation roadmap with agreed milestones for the rest of the engagement.

Typical Timeline
Week 1: Discovery calls Week 2: Data analysis & report Week 3–4: Roadmap agreed
02
Stage Two · Months 1–2

Design the System

Based on the Diagnose output, we design the specific components your sales system needs. This is where the ICP gets written precisely, the pipeline gets staged with real entry and exit criteria, the playbook gets built from your actual buyer conversations, and the outreach sequences get drafted for your specific buyer personas.

Nothing in the Design stage is borrowed from a template. Everything is built from your market, your buyers, and your deal patterns. The playbook works because it reflects how your buyers actually think — not how a textbook says they should.

Typical Timeline
Month 1: ICP + Pipeline design Month 2: Playbook + Outreach
03
Stage Three · Months 2–5

Deploy & Train

The Deploy stage is where most consulting engagements fail — the system exists on paper but never gets installed in practice. Sales Fundas is embedded: Jayant attends your pipeline reviews, joins key sales calls, coaches reps on live deals, and stays until the new process runs without prompting.

For training engagements, Deploy means workshops built from your team's real objections, role-plays with your actual buyer scenarios, and a 30-day application plan that ensures the skills are practised on real pipeline, not forgotten after the workshop ends.

Typical Timeline
Month 2–3: Initial deployment Month 3–5: Coaching & reinforcement Ongoing: Monthly reviews
04
Stage Four · Month 5–6 Onwards

Optimise & Scale

By Month 5, the system is running. Now we optimise: identify what's working, fix what's not, and build the infrastructure for the next phase of growth. Conversion rates are tracked against baseline, forecasting accuracy improves, and the business starts to look like a machine.

For Fractional Sales Director engagements, this stage also includes the first sales hire brief — so the next salesperson walks into a system, not a blank page. For Scale packages, it includes the handover to an internal sales leader.

Typical Timeline
Month 5: Optimise review Month 6: Hire brief Month 6+: Scale / handover

Frequently Asked Questions

The Fractional Sales Director Partnership has a 6-month minimum (with a 30-day exit clause). The B2B Startup Sales Consulting runs 3–6 months depending on the complexity of the business. The Startup Sales Sprint is a 4-week, flat-fee engagement. High Impact Sales Training programmes range from half-day workshops to annual partnerships. All multi-month engagements include a written milestones roadmap delivered in Week 2.
The first 30 days are dedicated entirely to the Diagnose stage. We spend Weeks 1–2 in deep discovery — pipeline data review, team capability assessment, ICP clarity audit, and win/loss analysis. A written Sales Health Report is delivered at the end of Week 2. Weeks 3–4 are used to agree the transformation roadmap and milestones for the rest of the engagement. Nothing is prescribed before the diagnosis is complete.
We agree measurable, revenue-linked milestones in Week 2 — specific to your engagement and your business. These typically include pipeline conversion rate improvement (stage by stage), revenue growth against baseline, forecast accuracy, deal velocity, and for training programmes, close rate improvement over 90 days. We do not measure success by hours delivered, content produced, or satisfaction scores. The metric is revenue.
Jayant Kelkar personally delivers every engagement — every discovery call, every on-site session, every coaching conversation, every written deliverable, every follow-up. There are no junior associates, no project managers, and no substitutes. If you are considering an engagement, you will speak to Jayant in the first conversation and he will be the only person you work with throughout.
Yes. We serve companies across Mumbai, Bengaluru, NCR, Hyderabad, and other cities. Most engagements combine monthly on-site visits (1–2 days in your location) with weekly virtual reviews. Travel costs are billed at actuals for outstation engagements. Remote work has not compromised results in any engagement we've run outside Pune.
All Fractional Sales Director Partnership engagements include a 30-day exit clause. If at any point you feel the engagement is not delivering the agreed milestones or the working relationship is not working, you can give 30 days' notice and exit. We include this because we are confident in our process — and because it removes the risk concern that often delays the decision to start.

Where is your revenue getting stuck?

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Where is your revenue getting stuck?

Book a free sales diagnostic call →