Leads enter. Movement stalls.
We examine response time, qualification, conversion, follow-up, aging, and what each pipeline stage really means to the team.
Sales · Customer success · Leadership
Find what slows growth.
Get the team moving.
I'm Eric Ross-Sheffield. I help technology and consumer businesses understand where revenue gets stuck, develop the people responsible for it, and put better operating habits in place. The work begins with the real customer conversation, not a borrowed playbook.
The view I bring
Inside sales. Sales development. Customer success. The handoffs between them.
I have built and led these teams, not just reviewed their dashboards.
The first conversation
Tell me what the team says is happening. Then let's look closer.
Maybe the pipeline looks full and the forecast keeps slipping. Maybe good representatives are working hard, but each one is inventing a different process. Maybe customers are leaving clues about churn in support tickets before anyone has time to act.
I listen to calls, ask the uncomfortable useful questions, talk to the people doing the work, and check the numbers against what customers are actually experiencing. That is how we find the constraint worth solving.
Where revenue gets stuck
Four places I look first.
These are starting points for investigation, not a diagnosis made from a distance.
Activity is high. Confidence isn't.
Call reviews show where discovery loses the customer's real need, where recommendations become generic, and where next steps lose momentum.
A sale closes. The customer starts over.
Sales, onboarding, support, and success need shared context. We look for the gaps that create avoidable friction and retention risk.
The dashboard exists. Coaching doesn't.
We build a practical rhythm for one-to-ones, call coaching, pipeline reviews, forecasting, and decisions that managers can maintain.
Ways to work together
Start with the part that needs attention now.
Some teams need a clear outside read. Others need someone alongside them to build, train, or lead. We can scope the work after we understand the problem.
Focused revenue or customer review
A close look at the funnel, customer journey, team practices, and relevant systems. You leave with priorities and a clear explanation of why they matter.
Process design and rollout
Qualification, follow-up, onboarding, retention plays, CRM workflows, reporting, or a better operating cadence, built with the people who will use them.
Coaching and training
Call review, discovery, objection handling, manager development, and new process training. Sessions can be remote, at your site, or at my office by arrangement.
Fractional sales or customer leadership
Senior judgment and hands-on management when you need direction and accountability before a full-time hire makes sense.
How I work
Direct about the problem. Invested in the people solving it.
I am known for asking questions that uncover what the first explanation misses. I listen and watch before I change a process. When the truth is difficult, I say it plainly and help the team see a way forward rather than leaving them discouraged.
I stay curious. Customer expectations, tools, and markets change. I keep researching and learning, then bring what is useful into the work without asking a team to chase every new idea.
Eric Ross-Sheffield
I've carried the number and built the team.
At a growth-stage technology company, I built and led consumer and B2B inside sales, sales development, and customer success functions. The work included hiring, coaching, outbound programs, retention playbooks, and connecting customer signals to action. Earlier in my career, I led retail and business teams within large national organizations and managed major channel relationships.
I have also been an owner-operator. That experience keeps my advice grounded in what a leader can actually put into motion when time, cash, and attention are limited.
15+ years leading teamsSales and Customer SuccessCorporate and owner perspective
Start a conversation
What feels harder than it should?
Tell me what you're seeing in the pipeline, the team, or the customer experience. We'll talk through what's working, what you've tried, and where an outside perspective could help.
Email Eric