Introducing the Series: Behind the 8 Pillars of Sales Performance

At AO Systems, we don’t just talk about sales performance — we analyse it, optimize it, and further develop it into something tangible, structured, and repeatable.

One of the core frameworks that powers this work is our 8-Pillar Sales Maturity Model — the foundation of our product: Sales Performance Development (SPD). This model helps leadership teams and frontline sales professionals alike identify where their sales system thrives, where it struggles, and where hidden potential is being left on the table.

Why These 8 Pillars Matter

Every organization has a sales system — whether designed or accidental.But few can explain how their strategy connects to their structure, their CRM usage, their training, or their pipeline quality. That’s where things start to unravel.

Our 8 pillars provide the language, structure, and diagnostic clarity to fix that.

What to Expect in This Series

Over the next few months, we’ll publish a deep dive into each of the eight pillars — one at a time.

We’ll explore:

• Why this pillar is critical

• How it typically fails inside small or scaling teams

• What a healthy version looks like

• What questions to ask yourself or your team

• Where you can start, even without external support

Who This Is For

This series is written for:

• Founders leading their own commercial function

• Heads of Sales scaling their team with intention

• Operations leaders supporting commercial growth

• Consultants looking to

• And anyone who’s tired of reactive sales chaos

The Pillars We’ll Cover

1. Market Clarity – Knowing exactly who you sell to, and why they buy

2. Sales Structure – Designing roles, territories, and processes for scale

3. Tooling & Data Use – Using CRM, analytics, and enablement tools to drive execution

4. Sales Rhythm & Accountability – Building a heartbeat of meetings, reporting, and alignment

5. Sales Team Strength – Talent acquisition, role clarity, and team design

6. Skills & Coaching – Training, onboarding, playbooks, and rep support

7. Pipeline Execution – Forecasting, conversion, and deal momentum

8. Culture & Energy – Internal messaging, mindset, leadership signals

Stay in the Loop

Each article is practical, jargon-free, and ready to use — whether you run a 3-person team or a 30-person operation. Follow along and revisit this series whenever your commercial system needs a reset.

Curious how your own sales team performs across these 8 areas?👉 Start with a free mini-assessment.

Start your assessment here