BUILDING YOUR SALES FUNCTION
The infrastructure your team runs on built by an operator, not a consultant.
WHO THIS IS FOR
You have a product that sells and early proof it works. What you don't have is a repeatable system that makes the next deal as likely as the last one.
You might be a founder preparing to step back from being the primary closer. You might be a PE-backed operator who inherited a team without a real process underneath it. You might have made your first sales hire or you're about to and you know that without the right infrastructure in place, that hire is going to struggle for reasons that have nothing to do with their ability.
This engagement is for companies that are ready to stop selling by instinct and start building something that scales.
THE PROBLEM
Most companies build their sales function in the wrong order.
They hire before they have a process. They create pipeline stages that reflect internal optimism rather than actual buyer behavior. They write a playbook that lives in a Google Drive folder nobody opens. They promote their best rep into a leadership role before there's anything to lead.
The result is predictable: inconsistent results, unreliable forecasts, reps who fail for reasons that were never theirs to fix, and a founder or operator who ends up back in every deal because no one else has the structure to close without them.
This isn't a people problem. It's a foundation problem. And you can't hire your way out of a missing foundation.
THE SOLUTION
I build the sales infrastructure your company needs to scale then install it while the team runs on it.
This is hands-on build work. Not a slide deck. Not a workshop. A functioning sales system designed specifically for your business, your market, and your buyers.
What we build:
Sales Process & Stage Design
Pipeline stages mapped to real buyer behavior, not internal wishful thinking. Every stage has a clear definition, exit criteria, and next action. Your forecast becomes something you can act on.
Discovery Call & Qualification Framework
A shared methodology for what your team asks, listens for, and does with what they learn. Deals advance for the right reasons. Bad fits exit early instead of dying at the finish line.
ICP & Buyer Definition
Precision on who you're selling to, what they care about, and how they buy. No more "anyone who will take a meeting." Your team knows exactly who to pursue and why.
Playbooks Built for Real Conversations
Objection handling, competitive positioning, proof of concept structure, and closing strategy documented in a format reps actually use, not corporate theater no one reads.
Forecasting Discipline
A weekly operating cadence that makes your pipeline visible and your forecast trustworthy. Leadership gets real signal, not noise.
First Hire Readiness
If you're bringing on your first AE or sales leader, I build the onboarding structure, ramp plan, and success criteria so they have a real chance to perform and you have a clear way to evaluate whether they are.
OUTCOMES
When the engagement is complete, you have a sales function, not a set of slides.
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A process your team actually runs, with shared language and clear expectations
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A pipeline your leadership team can trust and act on every week
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Reps who know how to qualify, advance, and close without constant founder involvement
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A forecast that improves in accuracy each quarter
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A first hire set up to succeed, with a structure that survives their eventual departure
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Revenue that compounds because the system underneath it is sound
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The goal is a sales motion that outlasts any individual including you.
James Geyer
Co-Founder & COO
AccountAim
Lester played a key role in shaping AccountAim’s go-to-market strategy. His ability to combine hands-on sales coaching with a clear understanding of early-stage execution had a measurable impact on our traction and momentum.
Devdut Dala
Founder
MittiLabs
Since working with Lester, we’ve seen a significant improvement in our sales results. He unlocked an entirely new perspective—not just on how to approach sales, but on how to communicate more effectively and have more meaningful conversations with prospects and customers.
If you're building or rebuilding your sales function, let's talk.
This engagement is for companies that are serious about getting the infrastructure right. I
f that's where you are, a direct conversation is the fastest way to figure out whether and how I can help.
No pitch. No pressure. Just clarity on what needs to be built and whether this is the right fit.