FAQ
Questions sales leaders ask.
Straight answers on how Decades Sales Partners works — the services, the methodology, the engagement models, and what to expect once we start.
What does a sales performance consultant do?
A sales performance consultant builds the systems that make a sales 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 founder Beth Benkowski.
How is Decades different from a sales trainer or a fractional VP?
Decades installs operating discipline and stays to coach it, rather than delivering a one-time training or simply filling a seat. Engagements pair MEDDPICC qualification, deal inspection, and forecasting rigor with the creative leadership to set a vision and build real team chemistry — and you work directly with Beth, not a junior associate.
Who do you work with?
B2B and B2C technology sales organizations — from early-stage startups finding their first repeatable motion to scale-ups and large public companies. Engagements are led by Beth Benkowski, who has carried the number across 35+ years and companies including SAP, Salesforce, Splunk, UiPath, Dataiku, and Adobe.
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 as it is rolled out and adopted.
Do you design sales compensation plans?
Yes — compensation design is a core service. That includes base/variable mix, accelerators and SPIFs, role-based plans for AEs, SDRs, CS and leadership, quota-to-OTE alignment, cost-of-sale modeling, and draw, ramp, and clawback policy — documented and ready to roll out with the team.
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, and Competition — that surfaces deal risk early. Decades is fluent in MEDDPICC and every modern methodology, and matches 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 trusted thought partner to the founder or CRO. Many clients start with a single project and continue into a fractional cadence.
Where are you based, and do you work remotely?
Decades Sales Partners is based in Fort Lauderdale, Florida, and works with sales teams on-site and remotely, anywhere. Request a quote or book an intro call and Beth will reply personally within one business day.
Ready when you are