The method
Performance Capacity™
Performance Capacity™ is the ability to perform at the level your ambition requires, consistently, as targets, complexity and pressure increase.
The framework helps identify what needs to develop: clear direction, practical capabilities or the conditions around the work.
Three layers. One connected framework.
- Core
- Commercial direction and standards
- Capabilities
- Sales Excellence and human capabilities
- Environment
- GTM, sales processes and leadership
01Core
Do people understand what matters and what good looks like?
Clear commercial priorities and shared standards give people direction and a common understanding of good work.
02Capabilities
Can people do the work, including when it becomes difficult?
Sales Excellence develops practical selling skills. Human Performance helps people apply them with focus, confidence and consistency under pressure.
03Environment
Does the organisation support the performance it expects?
Leadership, processes and systems shape how people work. We examine whether priorities, responsibilities and follow-up support the standards expected.
Commercial results · Pipeline · conversion · target attainment
What this looks like in practice
We identify what your commercial goals require, develop the relevant capabilities and test changes in real sales work.
Commercial direction + Sales Excellence + Human Performance + Leadership & Environment
Better execution
Commercial results
In the sales work itself
Work on real opportunities, from discovery and qualification to stakeholder conversations, negotiation and follow-through. Develop the selling skills and human capabilities needed to apply them under pressure.
Track what changes
We establish a baseline and agree behavioural measures alongside commercial indicators. Pair qualification evidence with deal progression and conversion; stakeholder roles and commitments with progression; and preparation and follow-through with escalation patterns. We review progress and adjust the work. These indicators do not guarantee results or establish that our work alone caused a change.
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.
4.6×
Ignite’s Swedish team · revenue vs previous comparable period
67
eNPS · highest in the organisation
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.
See the Ignite caseIllustrative example, not a client case.
When discovery conversations lack quality
Weak discovery conversations can have different causes. The three layers help us explore what needs attention.
Core
Are expectations for good discovery and a qualified opportunity clear?
Capabilities
Can salespeople ask, listen and qualify effectively, including under pressure?
Environment
Do managers and sales processes support conversation quality and sound qualification?
The response may involve skills development, coaching or changes to leadership and processes.
The foundations behind the work
Developed from 15 years of sales and leadership experience and thousands of customer interactions focused on improving sales, go-to-market execution and revenue growth, the framework combines this commercial experience with performance psychology and frameworks developed and tested in elite sport for over 30 years. My Scandinavian grounding informs how I apply Performance Capacity™: with trust, personal ownership and high standards.
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.
Book a Performance Review60 minutes · No cost · No obligation