FAQ
Questions sales leaders ask.
Straight answers on how this works: the services, the methodology, the engagement models, the money, and what happens once we start.
Still have a question? Send it over: a real answer comes back within one business day.
What does a sales performance consultant actually do?
A sales performance consultant builds the systems that make a team hit its number predictably: the playbook, the compensation plan, territories and quotas, the hiring process, and the coaching cadence that reinforces all of it. Decades Sales Partners does this hands-on for B2B and B2C technology teams, led personally by Beth Benkowski.
How are you different from a sales trainer or a fractional VP?
A trainer delivers an event and leaves. A fractional VP fills a seat. I install the operating discipline: MEDDPICC qualification, deal inspection, forecast rigor: and then coach your managers until they can run it without me. It is also paired with the creative side: setting a vision and building real team chemistry. And you work with me directly, not with an associate carrying my slides.
Who do you work with?
B2B and B2C technology sales organisations: from early-stage startups finding their first repeatable motion, through scale-ups, to large public companies. Engagements are led by Beth Benkowski, who has carried the number across 35+ years at companies including SAP, Salesforce, Splunk, UiPath, Dataiku and Adobe. If you have no sales team yet, that is a perfectly good place to start.
How quickly will we see an impact on pipeline?
Most teams see sharper forecasts and cleaner deal qualification within the first quarter, because opportunity inspection and forecast discipline begin in the first few weeks. Structural work: compensation redesign, territory and quota changes: typically lands over a quarter or two, since it has to be rolled out and adopted rather than merely written. Results depend on your market, product and team, and are never guaranteed.
Do you design sales compensation plans?
Yes: compensation design is a core service. That covers base/variable mix, accelerators and SPIFs, role-based plans for AEs, SDRs, CS and leadership, quota-to-OTE alignment, cost-of-sale modelling, and draw, ramp and clawback policy: documented and ready to roll out. Compensation plans carry legal and employment consequences, so every plan is advisory and should be reviewed by your own employment counsel and finance leadership before you adopt it.
What is MEDDPICC, and do you require it?
MEDDPICC is a B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify the pain, Champion, Competition: that surfaces deal risk early. I am fluent in MEDDPICC and every other modern methodology, and I match the approach to your sales motion rather than forcing one onto your team.
How do engagements work: project, fractional or advisory?
Three models. Project is a defined deliverable such as a playbook, comp plan or territory model. Fractional is an ongoing coaching cadence with forecast calls and pipeline reviews. Advisory is a thought partner to the founder or CRO. Many clients start with a single project and continue into a fractional cadence.
What does it cost?
Engagements are priced individually against scope, because a single comp plan and an end-to-end build are very different pieces of work. We will talk through scope on the first call and you will get a written proposal: there is no charge for that conversation, and the proposal is what governs the price.
Where are you based, and do you work remotely?
Decades Sales Partners is based in Fort Lauderdale, Florida, and works with sales teams remotely anywhere and on-site by arrangement. There is no walk-in office: consultations are by video, phone or scheduled visit. Book an intro call or send a note and Beth will reply personally within one business day.
Let's look at your number.
Thirty minutes, no deck. Tell me what the team is missing and I'll tell you straight whether I'm the right person for it: and what I'd do first.
Or email Beth directly at bethbenkowski@gmail.com. Replies come from Beth, within one business day.