Sales Growth Imagination recently led an oversold workshop on scaling sales for predictable growth at the Family Enterprise Center at Kennesaw State University. The event, hosted by Dr. Sara E. Davis and Carroll Williams, attracted so much interest that a waitlist was created for future sessions.
Overwhelming Response from Business Owners
Sixteen business owners participated in this interactive workshop, engaging in deep discussions about the fundamental challenges facing growing companies. The strong turnout and waitlist demand demonstrates how critical sales infrastructure and predictability have become for small and mid-sized businesses.
Workshop Focus: The Agility Sales Assessment
The workshop leveraged Sales Xceleration’s Agility Sales Assessment as the foundation for discussion and discovery. This 10-minute assessment serves as a powerful thought-provoking tool that helps business owners identify gaps in their sales operations across strategy, methodology, analysis, and organization.
Participants completed the assessment during the session, providing real-time insights into their own sales effectiveness and creating a framework for the discussions that followed.
Key Discussion Points
The workshop addressed five critical questions that every growing business must answer:
Struggling to Improve Your Sales Process?
Many business owners know their sales process needs work but don’t know where to start or what “good” looks like. The discussion explored common pain points and how to prioritize improvements.
Do You Have a Documented Sales Process?
One of the most revealing questions for attendees. Many companies have sales activity happening, but the process lives in people’s heads rather than in documented, repeatable systems. Without documentation, companies can’t scale effectively or onboard new team members successfully.
Do You Have a Strategic Sales Playbook?
This question often hits home for growing businesses. A sales playbook documents your ideal customer profile, value proposition, discovery questions, objection handling, competitive positioning, and best practices. Without it, every rep operates differently and tribal knowledge walks out the door when someone leaves.
Are There Repeatable Measurables and KPIs?
The workshop explored what metrics actually matter and how to establish KPIs that drive behavior rather than just measure outcomes. Participants discussed the difference between activity metrics, pipeline metrics, and outcome metrics.
Do You Have Predictable Outcomes?
The ultimate question: Can you forecast accurately? Do you know if you’ll hit the quarter? Predictable outcomes require all the previous elements working together—documented process, playbooks, clear metrics, and management discipline.
Interactive Format Drives Engagement
Rather than a lecture-style presentation, the workshop created space for business owners to share their challenges, learn from each other’s experiences, and receive practical guidance on building sales infrastructure. The Agility Sales Assessment provided a common framework for discussion, allowing participants to compare their situations and identify patterns.
About the Family Enterprise Center
The Family Enterprise Center at Kennesaw State University provides resources, education, and networking opportunities for family-owned and closely-held businesses in the Atlanta area. This partnership demonstrates the center’s commitment to addressing the practical challenges facing growing enterprises.
Take the Assessment
If you weren’t able to attend this sold-out workshop, you can still participate by taking the Sales Agility Assessment at the link provided. The 10-minute assessment provides immediate insights into your sales effectiveness and can serve as a starting point for deeper evaluation of your sales operation.
If the results reveal gaps in your sales infrastructure, strategy, or management systems, it may be time for a conversation about what needs to be built for predictable growth.
About Sales Growth Imagination
Sales Growth Imagination is powered by Sales Xceleration and works in partnership with Blackstone and Cullen to help small and mid-sized business owners and CEOs build complete sales operating systems. From enhancing sales pipelines to developing winning strategies, the practice provides fractional VP of sales leadership with hands-on implementation.
Future Workshops
Given the overwhelming response and waitlist for this event, additional workshops are being planned. Business owners interested in future sessions should reach out to express their interest.
Connect With Sales Growth Imagination
To discuss your sales challenges, take the Agility Sales Assessment, or learn about building predictable sales systems, reach out to Dean Nolley and Sales Growth Imagination at salesgrowthimagination@gmail.com or 678-688-4888.
Sales Growth Imagination, LLC | Fractional Sales Leadership for Atlanta B2B Companies
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