Understand it.
Make it work.
Build the evidence.
Commercial frameworks are useful when they change decisions. Ours connect diagnosis, practical execution and evidence for growth.
The 6M Sales OS ↗
Six connected lenses for finding the commercial constraint.
02 / CODIFYMake judgement usable ↗
Turn what works into a system other people can apply.
03 / FOCUSKnow where you can win ↗
Move from a broad market to recognisable buying situations.
04 / PROVEMinimum Viable Repeatability ↗
Build a credible basis for the next scaling decision.
Discover. Codify.
Transfer. Prove. Scale.
A sequence of evidence and capability, not a rigid consulting timetable. An established team may need to revisit one stage. A founder-led business may need to work through the full sequence.
Discover
Understand the mechanism behind the result.
Review wins, losses, stalled deals and customer outcomes. Speak to buyers and examine what actually happened. Identify the buying conditions, founder or expert interventions, and constraints that explain performance.
An evidence-backed view of where you win, why and what remains uncertain.
Codify
Turn the insight into working guidance.
Define the scenarios, qualification decisions, buyer commitments and proof the team needs. Connect them to commercial economics and a management rhythm. Keep assumptions visible and the first version small enough to use.
Scenario guides, buyer-led stages, explicit assumptions and a practical operating rhythm.
Transfer
Build capability through practice.
Demonstrate the judgement, rehearse it, observe live execution and coach the gaps. Record interventions rather than allowing hidden rescue work to look like independent performance.
A team increasingly able to recognise situations and make sound commercial decisions.
Prove
Test the system in comparable conditions.
Look at demand, buyer progression, independence, economics and customer value. Use defined cohorts and complete buying cycles where possible. Counts matter as well as rates, especially with small samples.
A credible account of what has been demonstrated and what still needs testing.
Scale
Make the next investment deliberately.
Expand the part of the system supported by evidence. Define the role, market and conditions for the next step. If the evidence is incomplete, continue proving; if a constraint is clear, fix it before adding complexity.
A decision to scale selectively, continue proving or address a named constraint.
Progress follows evidence.
A 90-day plan can create focus, but it cannot compress a six-month buying cycle into proof. We agree what can be learned in the period, what remains open and what evidence would justify the next decision.
Read the full operating sequence ↗