Frequently Asked Questions
Clear, practical answers about B2B sales training, sales coaching, and the Q-RED™ Sales System — built for Western Sydney SME teams that want more consistent pipeline and conversions.
Updated regularly based on what SME owners and sales managers ask us most.
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Most Asked (Quick Answers)
The eight questions we hear most from SME owners and sales managers.
What’s the difference between sales training and sales coaching?
Training builds shared skills and a consistent approach. Coaching embeds it into day-to-day behaviour through live deal support, role-plays, and accountability. Many SMEs start with training, then add coaching to make it stick.
Our team is small — will this still work?
Yes. SMEs often see the biggest gains because small improvements in qualification, messaging, and follow-up compound quickly. Programs can be tailored for owner-led sales and small teams.
We’ve tried sales training before and it didn’t stick — what’s different here?
Most training fails when it isn’t embedded. We keep it practical and applied to your real opportunities. Training provides structure (often Q-RED™); coaching reinforces it so it becomes consistent behaviour.
What is Q-RED™ (and how does it help us win more deals)?
Q-RED™ is a practical structure for B2B sales conversations: Qualify → Requirements + Rapport → Evidence + Enthusiasm → Decision. It helps reduce stalled deals, improve proposal conversion, and create clearer next steps.
Do you tailor programs to our industry and sales cycle (including tenders)?
Yes. We tailor to your typical customer, deal size, sales cycle length, decision process, and common objections — whether you sell through quoting/estimating, relationships, or formal tendering.
How quickly will we see results?
Many SMEs see immediate improvements in meeting quality, qualification, and follow-up. Bigger gains come as the approach becomes consistent across the team — that’s where coaching helps.
How do you deliver training and coaching — on-site, online, or both?
Both. Many SMEs choose a blended model — on-site workshops for momentum, supported by online coaching sessions to embed habits and keep deals moving.
What’s the best first step?
Start with a short diagnostic to pinpoint where deals are stalling and what will lift results fastest this quarter. From there, we recommend a practical plan — training, coaching, or both.
Section A — Sales Training for SMEs
Sales training should give SME teams a simple, repeatable structure — better qualification, stronger discovery, clearer value, and more consistent follow-up.
What is sales training (and what does it typically include for SMEs)?
Sales training builds shared skills and a consistent sales approach. For SMEs, it typically focuses on qualification, discovery questions, value messaging, objection handling, and follow-up discipline — so performance becomes more consistent across the team.
Is sales training worth it for a small B2B sales team?
Yes. SMEs often see the fastest gains because small improvements compound quickly — better qualification, cleaner proposals, and stronger next steps. The goal is simple, practical behaviours your team will actually use.
Can you tailor sales training to our industry and sales cycle (including tendering)?
Yes. We tailor to your typical customers, deal size, sales cycle length, stakeholders, and common objections — whether you sell through quoting/estimating, relationship-led selling, or formal tenders.
We do lots of quoting — can sales training improve proposal and quote conversion?
Yes. Quote-heavy SMEs often lose deals because qualification and decision clarity weren’t built early enough. Training strengthens the steps before proposal — how you qualify, uncover requirements, and position value — so you’re not relying on price and hope.
Does sales training help with inbound leads as well as outbound prospecting?
Yes. Inbound often fails when teams jump straight to solutions or pricing. Training improves discovery and qualification so you understand what matters most, position value clearly, and agree strong next steps before a proposal is sent.
Do you teach a specific sales system (like Q-RED™) as part of training?
Often, yes. Q-RED™ gives SME teams a practical structure for sales conversations: Qualify → Requirements + Rapport → Evidence + Enthusiasm → Decision. It helps reduce stalled deals, improve conversion, and create a consistent approach across the team.
Section B — Sales Coaching for SMEs
Sales coaching turns a good sales approach into consistent habits. For SMEs, it’s most effective when it’s deal-focused, practical, and tied to what will lift results this quarter.
What is sales coaching and how does it work in an SME?
Coaching focuses on execution — applying the structure in real conversations. It often includes live deal reviews, call planning, role-plays, and follow-up improvements so your team becomes more consistent (and the pipeline becomes more predictable).
How often should sales coaching happen?
Most SMEs get strong momentum with fortnightly or monthly coaching. The right cadence depends on deal volume, sales cycle length, and how quickly you want change embedded.
What does coaching look like in practice (what happens in a session)?
Sessions are practical and tailored to your deals. Common elements include pipeline/deal reviews, preparing for key meetings, role-playing tough conversations, improving proposal positioning, and tightening follow-up so next steps are clear.
Can you coach the sales manager as well as the sales team?
Yes — and it often lifts results faster. Coaching the sales manager improves how pipeline reviews are run, how deals are coached, and how accountability is applied using a consistent structure (often Q-RED™).
Is coaching confidential for 1:1 sessions?
Typically, yes. Confidentiality helps build trust and honest reflection. If a leader needs visibility, we agree upfront what summary feedback is shared to support accountability without breaching privacy.
Can coaching help with confidence, consistency, and difficult sales conversations?
Yes. Many SME teams want support with price conversations, objection handling, qualifying harder (without being pushy), and asking better questions. Coaching strengthens confidence and consistency without making conversations feel scripted.
Section C — Q-RED™ System
Q-RED™ is a simple, practical structure for B2B sales conversations — designed to help SME teams qualify better, run deeper discovery, present stronger value, and create clear decisions.
What is the Q-RED™ Sales System?
Q-RED™ is a clear structure for running sales conversations: Qualify → Requirements + Rapport → Evidence + Enthusiasm → Decision. It helps your team reduce “deal drift”, improve proposal conversion, and keep momentum through each stage of the sale.
How does Q-RED™ help us win more B2B deals?
It strengthens the moments where deals usually stall: better qualification (so you stop chasing low-fit opportunities), deeper discovery (so value is clear), stronger evidence (so buyers feel confident), and decision clarity (so next steps aren’t vague).
Will Q-RED™ make our sales conversations sound scripted?
No. Q-RED™ is a structure, not a script. Your team uses their own language and style — the framework simply ensures the right questions are asked, the right evidence is shared, and decisions are clarified. It’s designed to support “structured sales, human delivery.”
Is Q-RED™ suitable for long sales cycles, multiple stakeholders, or tendering?
Yes. Q-RED™ is especially helpful for long-cycle B2B selling because it strengthens stakeholder mapping, evidence building (proof, risk reduction, case studies), and maintaining momentum between meetings — including tender and quote-based environments.
Can Q-RED™ fit into our CRM stages and existing pipeline?
Yes. We map Q-RED™ into your current stages so everyone has clearer criteria for progressing deals — improving pipeline quality and forecast accuracy. If your CRM stages are loose or inconsistent, Q-RED™ helps tighten them without adding complexity.
Do you provide Q-RED™ templates and tools we can use immediately?
Yes. Depending on the program, we can provide practical tools such as call planning templates, discovery questions, proposal positioning prompts, follow-up templates, and simple stage checklists — all aligned to Q-RED™ so your team can apply it straight away.
Section D — Delivery, Timing, and Fit
Built for busy SME teams — flexible delivery, minimal disruption, and a practical rhythm that keeps momentum without adding unnecessary admin.
Do you deliver training and coaching on-site, online, or both?
Both. Many SMEs choose a blended model — on-site workshops for momentum, supported by online coaching sessions to embed habits and keep deals moving.
Do you deliver on-site in Western Sydney?
Yes. Western Sydney is our core focus for on-site delivery, and we also support similar B2B SMEs across NSW and interstate via hybrid or online delivery.
How long are sessions?
Workshops typically run 90–120 minutes. Coaching sessions usually run 45–60 minutes. We can adjust timing to suit your workload, travel, and (where relevant) shift patterns.
How quickly can we start?
Often within a few weeks depending on calendars. We usually begin with a short diagnostic to confirm priorities, then schedule training/coaching around your busiest periods so it’s practical to maintain.
What do you need from us before we start?
A quick overview of your offers, typical customers, sales cycle, and current challenges. If available, it also helps to share your current pipeline stages (or CRM view), a couple of recent proposals/quotes, and your most common “stuck points” in deals.
What if our team is time-poor or can’t attend every session?
That’s common in SMEs. We design delivery to minimise disruption and keep momentum with a practical cadence. Where appropriate, sessions can be recorded with consent, key takeaways shared, and short catch-ups used to keep everyone aligned.
Section E — Results, ROI, and Next Steps
This section covers what SME teams typically see in practice — how results show up, how ROI is measured, and the simplest way to start.
What results can we expect from sales training and coaching?
Common SME outcomes include stronger qualification, better discovery conversations, improved follow-up discipline, clearer proposals, and more consistent pipeline. Over time, teams also improve forecast accuracy because “qualified” starts to mean the same thing for everyone.
How do you measure ROI from sales training and coaching?
We keep ROI practical and tied to your numbers. Depending on your goals, we typically track a small set of metrics such as proposal win rate, conversion rates between stages, average deal size, sales cycle time, pipeline quality, and forecast accuracy.
How long does it take to see improvements?
Many SMEs see immediate improvements in meeting quality, qualification, and follow-up. Bigger gains come as the approach becomes consistent across the team — that’s where ongoing coaching helps embed habits.
What if our pipeline is currently weak?
We can still help. In many SMEs, the quickest wins come from improving conversion and tightening process (so good leads don’t leak), while also improving outbound quality and consistency. If it’s useful, Q-RED™ provides a simple structure to lift both pipeline quality and conversion.
What’s the first step if we’re interested?
Start with a short diagnostic to pinpoint where deals are stalling and what will lift results fastest this quarter. From there, we recommend a practical plan — training, coaching, or both — based on your goals and current pipeline.
Do you offer a low-risk way to start before committing to a full program?
Yes. A short diagnostic (or a structured review) is a practical first step. It helps clarify priorities, confirm fit, and identify the 1–2 changes that will make the biggest difference before you decide on a broader training/coaching plan.
Quick Summary + Next Steps
If you’re an SME selling B2B in Western Sydney (or similar markets), this is what most teams want clarity on.
- ✔ Who we help: B2B SME owners, sales managers, and sales teams who want more consistent pipeline and conversion.
- ✔ What we do: Practical sales training + sales coaching, often anchored by the Q-RED™ Sales System (“structured sales, human delivery”).
- ✔ Typical engagement: Tailored to your goals — from short resets to multi-week programs that embed habits and lift performance.
- ✔ When results show up: Behaviour shifts quickly; measurable improvements follow as consistency and deal discipline strengthen.
- ✔ Best way to start: A short diagnostic to pinpoint where deals stall — and the 1–2 changes that will make the biggest difference this quarter.
Still exploring what’s right for your team?
For practical ideas tailored to Western Sydney SMEs,
browse the Sales Insights archive →
Have More Questions or Ready to Talk?
If you’d like clarity on what to fix first — and the 1–2 practical next steps for your team — get in touch and we’ll point you in the right direction.
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