The BTR Sales Architecture is not a methodology. It is a set of structural components that must be installed into the way your team operates every day. Training without installation produces temporary change. Installation without operation produces decay. BTR handles both.
Four components. Each addresses a distinct failure mode. Each is installed, not advised. Each is measurable within 90 days.
Every active deal is scored against documented criteria at each stage gate. Not a framework to introduce in training. A set of evidence requirements that define what a qualified deal looks like and disqualify deals that do not meet them.
Documented qualification criteria, stage exit requirements, disqualification protocol, economic buyer mapping standard.
Pipeline reviews, forecast calls, and deal coaching sessions run on a fixed weekly cadence with documented outcomes captured in the CRM. The rhythm is the system. Without it, pipeline data decays within a quarter.
Weekly pipeline review agenda, forecast process, deal review structure, CRM update protocol.
Reps are coached on specific live deals using structured questions tied to qualification criteria. Not performance management. Structured deal support that surfaces problems before they become losses and builds a rep's ability to self-diagnose.
Deal coaching framework, call review process, ramp plan structure, documented coaching outcomes per rep.
The Ideal Customer Profile is documented and applied to top-of-funnel work. Win/loss analysis runs on every closed deal and feeds findings into pipeline strategy. Intelligence from the field drives strategy, not the other way round.
ICP definition with firmographic criteria, win/loss analysis template, strategic planning cadence, territory model.
The fifth dimension measured in the Foundry Score is the enabling infrastructure beneath all four BTRSA components. Qualification data must live in the CRM to be visible. Cadence outcomes must be captured to be calibrated. Without CRM integrity, the four components have nowhere to land.
Each tier holds its boundary. The Score tells you where the gaps are. The Diagnostic maps their structural causes. The Build installs the infrastructure. The Managed operates it.
A 14-question self-assessment that scores your sales infrastructure across the five BTRSA dimensions. The report identifies your three lowest-scoring components and explains the structural cause of each.
Take the assessment →A structured audit of your pipeline, CRM, qualification discipline, and forecast integrity. Four PDF deliverables: CRM Health Scorecard, Revenue Leakage Report, Priority Actions Summary, and BTRSA Gap Assessment. The Diagnostic identifies and quantifies the structural causes. It does not prescribe solutions.
See the Diagnostic →A 90-day BTRSA installation: qualification standard, CRM architecture, cadence structure, forecast discipline, and five sales playbook artefacts. Phase-gate governed. The Build closes on demonstrated completion markers, not calendar date.
See the Build →Ongoing operation of installed BTRSA infrastructure. Monthly Ledger report, weekly pipeline review support, quarterly strategic review. The system does not degrade when it is actively operated. It degrades when no one is responsible for it.
See Managed →14 questions. 5 minutes. You see exactly where your infrastructure gaps are before you speak to anyone.