Setting revenue targets is easy. Building a team that delivers is hard.
When targets rise, markets change or deals become more demanding, your sales organisation needs to develop how it sells and leads. I help B2B commercial leaders strengthen the selling skills, human capabilities and conditions behind consistent execution.
15+ years in B2B sales & leadership · Certified Mental Performance Coach
60 minutes · No cost · No obligation
Assess your teamNo cost · 5 minutes
Trusted by founders and leaders at
Developing execution in a new market
Philip worked with Ignite’s Swedish sales team on focus, ownership and confidence in the context of business cases, stakeholder management and deal prioritisation.
4.6×
Revenue
Revenue versus the previous comparable period.
67
eNPS
Employee Net Promoter Score: how likely employees are to recommend their workplace.
Client-reported team results: 4.6× revenue versus the previous comparable period and eNPS 67. They reflect the team’s work and commercial context, not isolated effects of coaching or the framework. They are not a guarantee of future results.
“We've made a huge quality journey.”
Remi Morken, CCO, Ignite Procurement
COMMERCIAL DEMAND
What does your next stage of growth require from the team?
A higher target changes the number. A new market changes the sales challenge. AI and new tools can change how the work gets done. The leadership task is to make those changes concrete: what must the team become better at doing, and what will help them do it consistently?
Higher targets may require better qualification, customer conversations and follow-through, not merely more activity.
New markets or larger customers require stronger business cases, stakeholder management and the ability to handle uncertainty.
AI can support research and preparation. Sellers still need to test assumptions with customers and support buyer decisions.
Growth requires team judgement, rather than defaulting to senior rescue. Senior involvement can be valuable when its purpose is clear.
We start with the commercial demand, examine what is limiting performance and agree what needs to change.
The same sales problem can have different causes.
Stalled deals may reflect weak qualification, an unclear business case, gaps in conversation capability or processes that reward premature progression. We establish the constraints before adding training, tools or pressure. Commercial direction needs to be examined too, rather than assuming the strategy is sound.
“We've always had big ambitions.”
Working with Philip has helped us turn them into consistent execution, with clearer priorities, stronger performance and greater capacity to grow.
Successful-founder development focused on priorities and energy. Company growth is not an isolated measure of coaching.
Einar Michaelsen, Founder, Circular Resale
Read the caseServices
Three ways to build capacity
After an initial conversation, you receive an individual proposal with focus, scope and price before you decide.
Not sure where to start? Book a Performance Review
Build the capacity your commercial ambition requires.
Performance Capacity™ connects clear direction and standards, practical selling skills and human capabilities, and the leadership and systems around the work. It helps us identify what needs to change, then develop and test those changes in real sales situations.
- Core
- Do people understand what matters and what good looks like?
- Capabilities
- Can people do the work, including when it becomes difficult?
- Environment
- Does the organisation support the performance it expects?
“I can highly recommend Philip Kerr if you want to strengthen sales in your business.”
Merete Østerud, CEO, START i Vestfold
Why I connect commercial and human performance
My background is in building and leading B2B sales, from high-velocity telemarketing, insurance and telecom to complex enterprise and SaaS sales with cycles lasting several years. I have helped companies develop their go-to-market strategy, build teams and increase sales.
That experience informs how I examine commercial direction, selling skills and the conditions for applying them. Coaching is one method alongside commercial advisory and skills development. The work follows the commercial demand, not a predetermined solution.
- 15 years in B2B sales & leadership
- Hintsa Performance Coaching Certification, in progress
- Revenue Architecture Mastership
Common questions
Questions before we talk
Performance Capacity™ connects commercial direction, practical selling skills and human performance with the leadership, processes and systems that support execution.
Core sets direction and standards. Within Capabilities, Sales Excellence develops practical selling skills, while human capabilities help people apply those skills with confidence, focus and consistency under pressure. Environment covers the leadership, processes and systems that support the work. We practise in real customer conversations and deals through preparation, decisions and follow-through on agreed next steps. Performance psychology and frameworks developed in elite sport support the human side of this work.
For leaders, clear commercial priorities, expectations, effective coaching and accountability work together to support consistent execution and team ownership.
Progress is tracked through agreed behaviours and relevant sales indicators.
The strongest fit is established B2B sales teams, particularly SaaS and complex sales, and commercial leaders improving or scaling performance. I also work individually with sellers taking on greater responsibility or more demanding customer work. We start with your goals and the support your situation requires.
Start with a 60-minute Performance Review, at no cost and with no obligation. We examine a concrete sales challenge and identify clear priorities and a recommended direction for the next 90 days. Then we assess whether further work together makes sense. If there is a fit, you receive an individual proposal with focus, scope and price before deciding what comes next.
We establish a baseline and agree behavioural measures alongside commercial indicators. Pair qualification evidence with deal progression and conversion; stakeholder roles and commitments with progression; and preparation and follow-through with escalation patterns. We review progress and adjust the work. These indicators do not guarantee results or establish that our work alone caused a change.
PERFORMANCE REVIEW
What does your team need to deliver next?
Bring a commercial goal or a sales challenge. In a 60-minute Performance Review, we examine what has changed, where performance needs to develop and which priorities deserve attention over the next 90 days. We then assess whether working together makes sense.
A REAL CHALLENGE
We examine a concrete sales challenge and how it affects your work or your team.
WHAT NEEDS ATTENTION
We identify clear priorities and a recommended direction for the next 90 days.
WHETHER WE FIT
With those priorities in view, we assess whether further work together fits your needs or your team’s.
60 minutes · No cost · No obligation
Based on the Performance Capacity™ framework.