Capability that survives the engagement.
Training solves a capability gap. It does not solve a system problem, and most commercial teams are sent to training for a system problem. This is training built to sit inside a diagnosed system, delivered by someone who works in one.
Training is the right answer less often than it is bought.
If the gap is capability, training closes it. If the gap is structural, training teaches people to execute a broken process more confidently, and the loss gets faster rather than smaller.
The gap is already known
You can name the missing capability and point to where it appears. Training is the correct and cheapest answer; a diagnostic would only confirm what you already know before a programme is designed.
The gap is suspected but unnamed
Something is slowing down and training is the intuitive response. This is the case where a short diagnostic first is worth the delay, because the wrong training costs the fee plus the time plus the credibility.
The gap is structural
Handoffs, territory design, or qualification architecture. No amount of skill development fixes a system that is asking people to do the wrong thing well. The system has to change first.
Four areas, all drawn from the same source.
Qualification and deal discipline
MEDDPICC grounded qualification, applied to your actual pipeline rather than to a generic case. The output is a qualification standard your team can defend in a forecast review.
Commercial system literacy
Teaching a revenue team to read its own system: where dysfunction accumulates, how it surfaces, and what it costs. This is the diagnostic method taught rather than delivered.
Sales leadership
Coaching frontline and second line managers on running a team as a system rather than as a set of individual performances. Pipeline reviews, forecast discipline, and intervention rather than exhortation.
Executive coaching
One to one coaching for commercial leaders, grounded in the same MEDDPICC and diagnostic method used across every engagement. Structured, confidential, and separate from any consulting engagement running in parallel.
Built for the room, not for the slide deck.
Your data, not a case study
Sessions run on your pipeline, your deals, and your qualification records. Generic material is available everywhere and cheaper elsewhere.
Taught by someone who teaches
The material is delivered at postgraduate level across four Barcelona business schools. It has been stress tested by rooms with no reason to agree with it.
In person or remote
Delivered on site or remotely, internationally, with travel arranged by the host, in English. Format is agreed in the first call based on team size and geography.
Included in Partnership, available on its own.
Training is included inside Partnership, because capability that is not embedded does not survive the engagement that produced it. Where the capability gap is already known and named, it is available as a standalone engagement.
Where the gap is not yet known, a diagnostic comes first. That is not an upsell, it is the difference between fixing something and appearing to.
Before you book a session.
Do you run public sessions, or only private ones for a single company?
Can we book just the executive coaching without the team training?
Can we book a focused workshop without a wider engagement?
Is this the same content taught in the university courses?
Three ways to keep going.
Find out if it is capability or structure
Ten questions, two minutes. A first read on where your commercial system is carrying the most strain.
See the continuous engagement
Where training sits inside an ongoing engagement rather than being delivered as a one-off intervention.
Talk through the right format
Thirty minutes, no deck and no pitch. We identify whether the need is capability, structure, or both.
Training a team to execute a broken process faster is an expensive way to lose money.
One call, 30 minutes. We will review what is working, what is stalling, and where the cost is actually sitting. You will leave with a concrete next step, whether that is Kihon Labs or not.
Book a diagnostic call