Edinburgh
Commercial structure and senior sales leadership for technology, professional services and B2B businesses across the east of Scotland.
Edinburgh's B2B economy is weighted towards technology and software, financial and professional services, and specialist business-to-business firms — a different commercial profile from the industrial west of Scotland.
The recurring challenge in that mix is not capability but commercial structure. Businesses grow on referral, reputation and founder relationships, then reach a point where the next stage of growth requires outbound activity, defined sales process and someone senior owning the number.
That transition — from founder-led and referral-based selling to a repeatable commercial operation — is the work. It is rarely about hiring more salespeople first; it is about deciding who to sell to, how, and what good looks like week to week.
B2B technology businesses building a repeatable sales model beyond the founder.
Considered services with long buying cycles and undefined sales process.
Relationship-led businesses needing structured pipeline creation.
Technical businesses across the east of Scotland selling nationally and internationally.
Evans Sales Consultancy is UK based and works with businesses nationally. We do not operate an office or a local team in Edinburgh — clients get a senior commercial practitioner working in their business on agreed days, not a regional account manager.
The best salesperson in the business is also running it, so pipeline rises and falls with their availability.
Growth depends on inbound goodwill and there is no deliberate mechanism for creating new opportunities.
New salespeople are recruited into an operation with no process, targets or management structure, and predictably underperform.
Commercial assessment of pipeline creation, conversion and forecast accuracy
Sales strategy: ideal customer definition, sectors and target accounts
Fractional Sales Director leadership through the move away from founder-led sales
Outbound business development and pipeline building
Sales process, CRM and reporting structure
Recruitment briefing, onboarding structure and sales management for new hires
The first stage is a clear-eyed look at how opportunities are currently created and what would happen to revenue if the founder stepped back from selling for a quarter.
From there we build the missing structure and work it in practice — target lists, outbound activity, meeting rhythm and pipeline review — until it runs without us.
Evidence
International Market Entry · Ontario, Canada → United Kingdom, Germany & France
A Canadian architectural-components business wanted to establish a route into the UK and wider Europe. We rejected a conventional distributor model, built a project-partner network across the UK, Germany and France, and helped generate approximately £2.2m of new-market turnover within 12 months.
£0 → £2.2m New-market turnover in 12 months
UK Market Entry · Scandinavia → United Kingdom
A Scandinavian glass manufacturer wanted to sell into the UK for the first time. There was no presence, no customers and no distribution to build on.
0 → UK Market entered from no prior presence
Distributor Development · Germany → United Kingdom
A German balustrade manufacturer needed a route into the UK. Distribution alone was not the answer — the distributors had to be found, onboarded, trained and then supported in selling.
5 UK distributors established
Business Development · United Kingdom → Scotland and the North of England
A major UK balustrade supplier was well established elsewhere in the UK but thin on the ground across the northern territories. Growth there needed direct commercial activity.
Sales Growth · Bradford, West Yorkshire → United Kingdom — national
Crucial Engineering wanted to expand beyond Bradford and build a genuine national sales operation. We helped develop larger Tier 1 and Tier 2 opportunities, strengthen business development and establish a profitable new automation revenue stream.
£1.5m → £3.2m Turnover in approximately 18 months
Sales Growth · Barnsley, South Yorkshire → United Kingdom
D&I wanted to accelerate growth beyond its existing model. We helped strengthen the sales strategy while establishing a dedicated installation arm and new aluminium fabrication capability, supporting turnover growth from approximately £2.2m to £4.6m.
£2.2m → £4.6m Turnover in 18 months
UK Market Entry · Lithuania & Slovenia → United Kingdom
A European architectural-glazing manufacturer wanted to establish a genuine UK operation. We helped set up the office and showroom, build the sales strategy and pipeline, support staffing and launch the business commercially.
£0 → £1.4m UK turnover in 9 months
Sales Growth · Sheffield, South Yorkshire → United Kingdom
BM Architectural wanted to expand its balustrade sales and create its next stage of growth. We helped win new customers, establish a dedicated architectural division and develop additional product opportunities including glass canopies.
£6.8m → £11.5m Turnover in 24 months
No. Evans Sales Consultancy is a UK business with no offices outside its own base, and we do not claim a local team. Work is delivered through a mix of on-site days and structured remote working, and most engagements involve regular days in the business.
Yes. The work is commercial rather than technical: sales structure, pipeline creation, leadership and process for technology businesses selling to other businesses.
It suits businesses that need senior commercial leadership but cannot justify a full-time director. Our cost calculator gives an honest side-by-side comparison.
Entering the UK from overseas?
This page is for established businesses trading in the UK. If you are an overseas manufacturer or business looking to establish a commercial presence in Britain, that is a different piece of work.
If your business could sell more than it currently does, the fastest way to find out why is to look at the numbers together.
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