Question 1

What is a sales infrastructure audit?

Accepted Answer

A sales infrastructure audit reviews how your business generates, manages, and closes leads. It identifies where deals are getting lost, how follow-up is handled, and what's missing in your sales process. You walk away with a prioritized plan for fixing the gaps. Kelly Gray Advisory offers a Sales Infrastructure Audit starting at $2,500, completed in 2-3 weeks.

Question 2

When should a B2B founder hire a sales consultant?

Accepted Answer

The right time to hire a sales consultant is when your pipeline has become reactive, deals are stalling, follow-up lives in someone's inbox rather than a system, or you can't get a clear picture of what's moving. If your business is growing but your sales process hasn't kept up, a consultant can build the structure behind what comes next.

Question 3

What does CRM implementation involve?

Accepted Answer

CRM implementation means configuring a system around how your business actually sells — not a generic setup. This includes mapping deal stages, defining fields and ownership, segmenting contacts, and training your team so the system gets used from day one.

Question 4

How long does it take to build a sales process?

Accepted Answer

A Sales Infrastructure Audit takes 2-3 weeks. The Pipeline Blueprint takes 4-6 weeks. A full CRM build takes 6-8 weeks. Each engagement starts with understanding how your business currently sells before building what it needs.

Question 5

What is the difference between a fractional VP of Sales and a sales consultant?

Accepted Answer

A fractional VP of Sales manages a sales team on an ongoing basis. A sales consultant like Kelly Gray Advisory builds the system — the CRM, sales process, and pipeline architecture — that a team or founder can then run independently, without the consultant at the center of every decision.

How solid is your sales infrastructure?