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Sales Strategy Consulting, Senior Operators Who've Carried the Number
Our senior sales strategy consulting brings operator-level judgment to your team. Senior sales strategy consultants for B2B SaaS, services, fintech, manufacturing, and PE-backed operators. Go-to-market design, sales motion architecture, territory and quota design, comp strategy, and the operating cadence that turns strategy into execution.
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Our senior sales strategy consulting brings operator-level judgment to your team
Why teams hire a Chameleon sales strategy consultant
Operators, not strategists who never carried a quota
Most sales strategy consulting comes from MBAs who've read about sales but never run one. Our consultants have carried real quotas at companies whose shape we know, they've hired AEs, terminated underperformers, redesigned territories, restructured comp, defended forecasts. Strategy from people who've done the work.
Motion design first, comp design second
Most sales-strategy engagements default to comp redesign (quota relief, accelerators, SPIFFs) because comp is what executives can change with a signature. Comp is a downstream lever, motion design is the leverage. We start with motion design and only touch comp once the motion is clear.
Ops infrastructure included
Sales strategy without sales-ops infrastructure produces frameworks that don't execute. Our engagements include CRM hygiene, pipeline discipline, forecast cadence, and the operating system that makes the strategy reproducible.
Why hire a sales strategy consultant from Chameleon Collective
Most sales strategy engagements deliver a deck and end. The strategy gets shelved when leadership realizes the operating change required is bigger than the strategy promised, territories need redrawing, comp plans need rebuilding, sales-ops infrastructure needs to actually work, and the AEs need retraining or replacing. Real sales strategy consulting acknowledges all of that and ships the operating change alongside the strategy. Our engagements are designed around that operating reality.
Motion design is upstream of everything else
The first question in any sales strategy engagement is: what motion are we actually running? Inbound product-qualified-led? Outbound enterprise sales? Channel-partner-led? Hybrid product-led plus enterprise overlay? Each motion produces different territory shapes, comp structures, sales-ops requirements, and team profiles. Most strategy engagements skip motion design and try to optimize within a misaligned motion. We start there.
Territory and quota are the operating manifestation
Strategy becomes real when it's expressed in territories and quotas. The strategy that survives contact with the field is the one that translates clearly into who carries what number, what coverage they have, what comp they earn, and what tools they need. Our engagements produce the operating mechanics, not just the strategy.
What our sales strategy engagements cover
- GTM motion design: inbound vs outbound, PLG vs sales-led, channel-led vs direct, hybrid models.
- Sales motion architecture: qualification stages, deal-stage definitions, MEDDPICC or other methodology fit.
- Territory and quota design: geo, vertical, named-account, account-based assignment models; quota setting tied to motion math.
- Comp strategy: base + variable mix, accelerators, SPIFFs, MBOs; comp plans that drive the motion, not the wrong behaviors.
- Sales-ops infrastructure: CRM hygiene, pipeline reporting, forecast cadence, automation, tooling decisions.
- Pricing strategy + deal desk: list pricing, discounting governance, contract structures, deal-desk operating model.
- Team and capability build: AE/AM hire plan, SDR motion design, sales-engineering capability, channel-team build.
- Operating cadence: weekly forecast, monthly business review, QBR design, board-facing sales narrative.
How We Compare
| Feature | Chameleon Collective | Strategy consulting firm | Full-time VP Sales hire |
|---|---|---|---|
| Consultants who carried real quotas | Default, operator-led | Often MBAs without quota-carrying experience | Yes, with senior hire |
| Operating change included, not just strategy | Default, territories, quotas, comp, ops | Strategy deliverable; operating change is your problem | Yes |
| Sales-ops infrastructure capability | In scope by default | Variable | Hire-dependent |
| Motion-design-first discipline | Always, motion is upstream | Often comp-design-first |
Frequently asked questions
Common questions from teams evaluating sales strategy consulting.
Yes, but only after motion design is clear. Comp redesign without motion clarity produces plans that drive the wrong behaviors. We sequence: motion first, territories second, quotas third, comp fourth. Comp gets touched once the upstream design is settled.
Yes. Territory design (geo, vertical, named-account, ABM), quota setting tied to motion math, and AE coverage modeling are all in scope. We typically rebuild territories during the engagement and document the rationale so leadership can defend the design.
Week one: pipeline review, CRM audit, motion interviews. Weeks 2-4: motion-design recommendation and 90-day plan. Weeks 4-14: operating change, territories, quotas, comp, ops infrastructure. Most engagements ship visible operating improvement inside the first quarter.
Most engagements run $20K-$45K per month, scoped to outcome. A focused motion-design audit + 90-day operating rebuild starts around $30K. Full multi-quarter strategy + execution engagements run 4-8 months at the upper end.
No. We work alongside existing leadership, usually with the CRO or VP Sales as the engagement sponsor. The consulting brings outside operator judgment; the in-house leadership owns the team and execution. Most engagements end with the in-house leadership stronger than at the start.
Both. PLG sales strategy is different work (product-qualified lead motion, sales overlay design, expansion-via-product mechanics) but the principles are the same. We have consultants who specialize in PLG.
Directly. Chameleon Collective is a senior-only collective.
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Two-week diagnostic across motion, territories, quotas, comp, and ops. Senior consultant on it from day one.
