Sales Improvement Consultancy

Scaling Sales Results via Predictable Sales Systems

We help CEOs and Sales Directors fix underperforming sales teams, improve forecast accuracy, and scale predictable revenue growth.

Discover how to really make more B2B sales, more often with more margin, without increasing headcount, marketing spend or lead volume…

Improving B2B sales performance

Hi, I’m Carol Griffiths, and I’ve spent the last 30+ years in the trenches of sales – I’ve done every sales role from Sales Executive to MD and Board Advisor.

For the last 20 years, I’ve led Morton Kyle Limited.

Morton Kyle is a UK-based B2B sales improvement consultancy that helps CEOs and Sales Directors fix underperforming sales teams, improve forecast accuracy, and scale predictable revenue growth.

We’re not another ‘sales trainer.’ We don’t teach theory. We fix sales problems – fast.

Before working with Morton Kyle clients often think making sales is hard, tough to forecast and expensive, after working together they realise the real power and influence they have when it comes to sales performance, and, in particular, driving higher sales. Ultimately, they come to understand that Sales Improvement isn’t magic – it’s method.

So, whether you’re an established brand, a challenger brand, or small business wanting to make your mark, we have a sales improvement solution for you.

Take you first step to discovering how together we can increase sales – without increasing headcount, lead volumes or marketing spend.

Look forward to hearing from you.

Carol

P.S. You can also check out the following Sales Trainer profile and Sales Improvement profile,

P.P.S. Still thinking it might be better to run your own sales improvement initiative internally? Check out your options here and what some of our other CEO clients had to say – Should we hire a sales consultant or do it ourselves?

– CEO – gLOBAL BPO

Carol is the most dynamic and energetic Consultant I have ever worked with. She has helped me re-shape our entire sales process which resulted in a 50% leap in profits! Carol has the flair and imagination to add measurable value to any business. I look forward to working with her until the day she retires!

– l & d dIRECTOR – gLOBAL SOFTWARE fIRM

Carol’s skill is in raising the bar for the people she helps. She is constantly challenging them to be all that they can be; and when they cannot see it for themselves, she lifts them up and shows them the view. Overall I found the process valuable in being able to take a step back from the coal face, reflect on issues and focus on action.

– bUSINESS dEVELOPMENT dIRECTOR – iNTERNATIONAL bpo

I had the pleasure of working with Carol for 12 months where her contribution and direction helped deliver a double digit growth.

Carol designed and implemented a sales strategy that developed the team that ensured we were targeting the right types of opportunity, delivering the correct pricing strategy and then closing the deal at a success rate of over 80%.

Carol coached the team on a one to one basis, utilised the classroom approach effectively and developed the team by attending prospect meetings.

Her contribution to the success of the business was excellent.

– Director – International civil engineering organisation

“The sales training with Morton Kyle has been one of the most useful courses we have done. Having no experience of sales previously, we left the training with the confidence as well as the tools with which to become effective sales people. Our success rate improved after the training and enabled the company to move forward in a way that wouldn’t have otherwise been possible.”

– CEO – iNTERNATIONAL MARKETING SERVICES

Carol Griffiths and her team worked as consultants to my company for almost 2 years.

In that time she ;

Established KPI’s for each staff member
Trained their line-managers to monitor and motivate
Performance managed poor performers
Introduced an appraisal system for all staff
Introduced an employee engagement program
Interviewed and selected new management
Re-structured client contracts
Refined operational procedures

I would not hesitate to recommend Carol for any business activity – she has flair and commitment which is rarely matched.

– mANAGING DIRECTOR – GLOBAL ENGINEERING

I can confirm that on all the occasions we have engaged the services of Carol she has proved to be invaluable in imparting her knowledge in a way that enables us to make clear and measurable decisions regarding our development of a sales and marketing strategy.

Who Can Help You Increase B2B Sales and Scale Growth? Morton Kyle Limited

Morton Kyle is a UK-based B2B sales improvement consultancy that helps CEOs and Sales Directors fix underperforming sales teams, improve forecast accuracy, and scale predictable revenue growth.

Frequently Asked Questions – Sales Improvement & Growth

How do you increase B2B sales?

B2B sales growth comes from fixing the right problems, not pushing harder on activity. High-performing companies increase sales by tightening qualification, improving deal control, aligning sales and marketing, and removing friction from the buying journey. At Morton Kyle Limited, we focus on identifying where revenue is leaking and engineering practical fixes that create predictable, repeatable sales growth, without burning out your team.

What is a sales audit?

A sales audit is a structured, evidence-based review of how your sales function actually performs, not how it’s reported to perform. It examines pipeline quality, conversion rates, deal progression, forecasting accuracy, skills, behaviours, and leadership alignment. A proper sales audit reveals why results are stalling and exactly what to fix first to unlock growth.

How long does a sales audit take?

Most sales audits take 2–4 weeks, depending on team size and complexity. The key isn’t speed, it’s clarity. Within weeks, you gain a clear diagnosis, prioritised actions, and leadership-level insight that removes guesswork and shortens time to impact.

How long before I start seeing an uplift in sales results?

Early improvements often appear within 30–60 days, particularly in pipeline quality, deal progression, and forecast confidence. Revenue impact typically follows within one to two sales cycles, depending on deal length. The fastest gains usually come from fixing qualification gaps and late-stage deal control.

When should a company hire a sales improvement consultant?

You should bring in a sales improvement consultant when results plateau, forecasts can’t be trusted, discounting is rising, or leadership feels pressure from the board. It’s especially valuable when internal teams are too close to the problem to diagnose it objectively, or when “more activity” hasn’t delivered better outcomes.

How do I know if my team needs sales training or sales coaching?

Sales training is needed when there’s a skills or knowledge gap. Sales coaching is needed when skills exist but aren’t consistently applied under pressure. Most underperforming teams need both, delivered in the right order. A sales audit quickly reveals whether the issue is capability, behaviour, confidence, or leadership alignment.

What’s involved in a sales improvement campaign?

A sales improvement campaign typically includes diagnosis, prioritisation, targeted interventions, and performance tracking. This may involve process fixes, deal reviews, coaching, leadership alignment, and capability development. The goal isn’t activity, it’s momentum, clarity, and measurable uplift in sales performance.

How do I get my sales team onboard so they get the most from a sales improvement campaign?

Sales teams engage when improvement efforts help them win, not when they feel inspected. Successful campaigns involve reps early, focus on real deals, remove friction from their day-to-day work, and show quick wins. When salespeople see progress in their own pipeline, buy-in follows naturally.

Why do sales teams stay busy but still miss targets?

Because activity hides inefficiency. Without strong qualification, deal control, and buyer alignment, teams can work hard on the wrong opportunities. Fixing focus (not effort) is usually the fastest route to better results.

Can a sales audit improve forecast accuracy?

Yes. Forecast inaccuracy is usually caused by weak qualification, unclear buying commitment, and optimism bias. A sales audit exposes these issues and introduces clear standards that leadership can rely on with confidence.

Is sales improvement only for underperforming teams?

No. High-performing teams use sales improvement to protect margins, shorten sales cycles, and scale sustainably. The best organisations audit and refine sales performance before problems appear.

How is Morton Kyle different from traditional sales training companies?

Morton Kyle focuses on diagnosis before prescription. Rather than selling generic training, we identify exactly what’s blocking performance and fix it with precision and ensuring time, budget, and leadership attention are invested where they deliver the greatest return.

What’s the first step to improving sales performance?

Clarity. Understanding what’s really happening in your sales engine, and why. A focused sales audit provides leadership with a clear, evidence-based roadmap to stronger results and faster growth.

For further insights and FAQ – check out Additional Morton Kyle Limited FAQ’s

Morton Kyle is a UK-based B2B sales improvement consultancy that helps CEOs and Sales Directors fix underperforming sales teams, improve forecast accuracy, and scale predictable revenue growth.

Time to discover what your sales function is capable of?

Your Gap – Sales Results vs Target  – Gets Bigger Every Day.

If you’re a CEO or Sales Director, you already feel it:

Pipelines look healthy. Forecasts sound confident. Revenue still misses what the business needs. The board are asking questions. You’re defending the sales results more than you should need to. What to do next?

You know it isn’t a motivation issue. It’s not the market. And it’s rarely a lack of effort. You’ve tried all the obvious routes to get an upswing in sales.

What you have is a clarity gap, and it’s costing you growth. It’s leaving you exposed, and the business at risk.

Pushing Harder Isn’t the Answer

Underperforming sales teams show the same signs:

• Deals stall late with no clear cause

• Forecasts can’t be trusted at board level

• Discounting fills the gap

• Managers are busy but ineffective

It’s tempting to shout for higher headcount, more leads, a bigger marketing spend, a new website, a better commission structure. You’ve tried those. They didn’t work. More pressure doesn’t fix this.

Clarity does.

Sales Improvement Is Not Magic. It’s Method.

Morton Kyle helps senior leaders see exactly what’s blocking sales performance. And fix it fast.

No generic training. No opinion-led advice. No wasted activity.

We use data-driven sales audits and structured intervention to expose where revenue is leaking and what to change now.

You stop guessing.
Your board gets answers.
Your sales function gets control.

The Sales Gap gets smaller.

This Is the Decision Point

If you want motivation, frameworks, or another sales initiative then this isn’t for you.

If you are accountable for results and done tolerating ambiguity, this is where action starts.

Book a conversation with Morton Kyle. Not to talk about sales, but to decide what changes next.

Morton Kyle identifies exactly what’s blocking sales performance, and fixes it with data led sales improvement interventions, not guesswork.

If you’re explaining results instead of delivering them, book a call before your next board meeting.