Case Study
Ignite Procurement
Building Commercial Capabilities in a New Market.
Philip worked with Ignite’s Swedish sales team on focus, ownership and confidence in the context of business cases, stakeholder management and deal prioritisation.
Commercial Performance
4.6×
Client-reported team revenue versus the previous comparable period
Human Performance
67
Client-reported team eNPS
Client quote
“We've made a huge quality journey.”
Remi Morken, CCO, Ignite Procurement
Situation
Ignite was building the Swedish market from the ground up. The team faced long sales cycles with larger companies, uncertainty, setbacks and the pressure of developing execution in a new market.
Philip’s contribution
The engagement focused on the human execution layer: focus, confidence, ownership, emotional regulation and resilience, developed in the context of real commercial work: discovery, stakeholder management, business cases and deal prioritisation.
Human Performance
- Focus
- Confidence
- Ownership
- Resilience
- Emotional regulation
Execution
- Decisions
- Conversations
- Priorities
- Consistency
Commercial Performance
- Pipeline
- Conversion
- Revenue
- Growth
Observed change
Client-reported team results: 4.6× revenue versus the previous comparable period and eNPS 67. They reflect the team’s work and commercial context, not isolated effects of coaching or the framework. They are not a guarantee of future results.
Philip helped the sales team strengthen the focus, confidence and ownership needed to put the commercial strategy into practice, working on business cases, stakeholder management and deal prioritisation in real sales situations.
What changed
1. Stronger business-case quality, reps became better at translating customer pain into a commercial case for change.
2. Better navigation of complex enterprise deals, improved stakeholder management and ability to distinguish genuine buying signals from activity.
3. Greater self-management under pressure, stronger focus, ownership and emotional regulation when deals stalled.
“It's night and day. I've gained much better self-awareness and can understand my own patterns in a completely different way.”
What does your team need to deliver next?
Bring a commercial goal or a sales challenge. In a 60-minute Performance Review, we examine what has changed, where performance needs to develop and which priorities deserve attention over the next 90 days. We then assess whether working together makes sense.
60 minutes · No cost · No obligation