Sales transformation leader · F.ISP

Umar
Gill

Creating intelligent sales organisations.

I am the Managing Partner of Compose Sales Partners. For more than 15 years I have led commercial change inside global businesses and in consulting, spanning go-to-market strategy, operating model design, sales operations, enablement and post-merger integration, to drive sales transformations that last.

Umar Gill, sales transformation leader and Managing Partner of Compose Sales Partners
Portrait of Umar Gill
About me

Sales transformation that lasts

I have led multi-million pound sales transformations, go-to-market resets, operating model redesigns and post-merger sales integrations, and built global sales operations, enablement and academy functions from the ground up.

My career spans leadership roles at Vodafone, Canon, AVEVA, Clarivate and NielsenIQ, and consulting at Accenture and Deloitte, with leadership teams up to C-suite level across technology, software, telecoms, media and information services.

Today I run Compose Sales Partners, a practitioner-led sales transformation consultancy, with a trusted network of partners and associate consultants. I also speak at industry events and business schools on sales transformation, operations and enablement.

Sales transformation
Go-to-market strategy
Sales operating model
Revenue operations
Sales operations
Sales process design
Pipeline and forecasting
Sales enablement
Sales academies
Sales plays
Sales kick-offs
Post-merger integration
Channel and partner strategy
AI in sales
Sales leadership
Commercial transformation leadership

My experience

More than 15 years leading sales transformation, sales operations and sales enablement inside global businesses. Select any area to see the detail.

Domain experience

Sales transformationFrom strategy and operating model to the way teams work every day.

I have led end-to-end commercial transformations in global B2B businesses, including the redesign of a $2.4B commercial organisation across sales, customer success, field marketing and commercial operations. The work spans go-to-market strategy, segmentation and coverage, operating model and organisation design, and the process re-engineering that makes it run.

Sales operationsProcess, data, tools, AI, forecasting and the rhythm of business.

I have built and run global sales operations functions: sales process design and qualification, pipeline management and forecasting, CRM, CPQ, broader sales tooling, AI, data, analytics and KPIs, territory and capacity planning, and the operating cadence that holds a sales organisation to account.

Sales enablementPlays, academies, content and onboarding, through to coaching and kick-offs.

I have led enablement functions covering sales plays, academies, onboarding, certification and manager coaching, and was accountable for a sales kick-off for 1,700 people across 24 venues. My teams were recognised with five sales enablement awards from leading vendors, including a Brainshark SHARKIE.

Post-merger sales integrationBringing sales organisations together after an acquisition.

I have led the sales integration of acquired businesses: bringing two sales organisations into one structure, one sales process, one enablement programme and one rhythm of business, while protecting customers and pipeline through the change. In one integration, orders rose 2.4%.

Leadership

Functional leadershipBuilding sales operations and enablement functions and their leaders from the ground up.

I have built sales operations, enablement and academy teams from scratch, hired and developed their leaders, and run them as one function with a clear charter, clear measures and a voice at the leadership table, reporting to CROs and commercial leadership teams.

Change executionTaking change from design and launch through to adoption and long-lasting success.

I take programmes through to adoption: stakeholder engagement up to C-suite level, governance and steering, change networks, training and communications, and the adoption measures that show a change has held.

Global footprintMore than 65 markets across EMEA, the Americas and APAC.

I have led teams and programmes in more than 65 markets across Europe, Africa, the Middle East, the Americas, the Subcontinent and Asia, in sales organisations from 50 to more than 1,800 people, including a go-to-market reset across three regions and a £800m to £1.2bn revenue scope.

Keynote speakingIndustry events, sales kick-offs and business schools.

I give keynotes and guest sessions on sales transformation, sales operations, enablement and sales culture, for industry audiences, sales kick-offs and business school programmes.

Approach

The COMPOSE Sales Model®

I built the COMPOSE Sales Model® after running commercial transformations for more than 15 years in global businesses. It treats a sales organisation as one connected engine across six pillars, which together create the system for a successful sales organisation.

The model is built from six pillars and three frameworks, with AI running through all of it. AI only works when process and data are purposely designed to carry it. The model now underpins the work of Compose Sales Partners, alongside its proprietary diagnostic and frameworks.

The COMPOSE Sales Model diagram: six pillars with AI running through all six

Culture

How performance actually gets led.

Operating model

Segmentation, coverage, channel mix, territory, organisation, roles, spans and accountabilities.

People

Roles, competencies, hiring profiles, onboarding, capability, coaching and incentive interlock.

Operations

Sales process, stages, qualification, forecasting, pipeline management, CRM, data and execution rhythm.

Strategy

Market size, growth strategy, target markets, segment priorities, value proposition and go-to-market design.

Experience

Customer, partner and seller experience, designed together.

AI in SalesThe outer ring of the model, not a seventh pillar. It runs through all six and only works on clean process and data.
Coming soonSales transformation that lastsMy book on the COMPOSE Sales Model® and how to build a commercial engine that keeps performing.
Journey from consulting to industry to consulting

My career

Consulting foundations, then executive roles in global businesses, and now my own practice.

01

Own consultancy

Compose Sales Partners logoCompose Sales PartnersManaging Partner
02

Industry leadership

NielsenIQ logoNielsenIQSenior Vice President, Commercial Transformation
AVEVA logoAVEVAVice President, Commercial Enablement
Clarivate logoClarivateVice President, Sales Strategy, Transformation and Enablement
AVEVA logoAVEVAVice President, Sales Transformation and Strategy
Canon logoCanonLead, Sales Strategy and Partner Programmes
Vodafone logoVodafoneGroup Head, Sales Transformation
03

Consulting foundations

Accenture logoAccentureSenior Manager, Customer Practice, CMT UK&I
Deloitte logoDeloitteSenior Consultant, Customer Practice UK
Acosphere logoAcosphereManager, Sales Transformation Consulting
Selected engagements

Consulting and interim engagements

A selection of consulting and interim programmes. Client names are withheld.

Technology and softwareGlobal softwareDesigned a multi-million dollar partner programme, with sales intelligence, process improvement and an inside sales team.
Technology and softwareGlobal softwareRan a design-thinking process programme to raise seller effectiveness and automate sales processes.
Technology and softwareUK high techDesigned the concept for a senior management development programme for future UK&I leaders.
TelecomsGlobal telcoSubject matter expert on a global sales transformation, covering the customer journey and value case design.
TelecomsGlobal telcoCreated an enterprise-wide sales excellence function supporting local market sales teams.
TelecomsPolish telcoDefined organisation structures, processes, tools and methods for B2B and B2C sales across a national telco.
MediaGlobal mediaLed a sales process redesign and a new Salesforce solution, covering design, change, training and stakeholder engagement.
MediaGlobal mediaRedefined sales processes, embedded new ways of working in Salesforce and coached senior leaders.
MediaUK mediaLed change and transformation for a Salesforce rollout across the commercial sales team.
MediaUK B2B mediaSupported a sales transformation covering the kick-off, process optimisation and KPI rollout.
EducationGlobal educationLed sales operating model and process design, with global process standards, a capability assessment and a sales academy.
Life sciencesGlobal pharmaDefined European sales processes for a global biotech business and led the European change approach.
Professional servicesGlobal workforce solutionsInterim Senior Vice President, building a new sales operations and enablement function.
Art and luxuryGlobal auction houseSupported the launch of a global CRM and ERP system, including project review boards and training.
Financial servicesUK consumer financeHelped a short-term finance provider grow sales across online, call centre and partner channels.
Education and training

My education

University of Oxford, Saïd Business School logoUniversity of Oxford, Saïd Business SchoolExecutive Leadership Programme
Henley Business School logoHenley Business SchoolMSc International Management
University of Reading logoUniversity of ReadingBSc Food Marketing and Business Economics
Institute of Sales Professionals logoInstitute of Sales ProfessionalsFellow (F.ISP)
Public Speaking Academy logoPublic Speaking AcademyPublic speaking
Professional training logoProfessional trainingSales and account management methods
FAQ

Frequently asked questions

Who is Umar Gill?
Umar Gill is a sales transformation leader and the Managing Partner of Compose Sales Partners. He has more than 15 years of experience leading go-to-market strategy, operating model design, sales operations, enablement and post-merger sales integration in global businesses and in consulting, and is a Fellow of the Institute of Sales Professionals.
Who are Compose Sales Partners?
Compose Sales Partners is a practitioner-led B2B sales transformation consultancy that helps organisations redesign their commercial operating model during growth, acquisition and market change. Run by Umar Gill with a trusted network of partners and associate consultants, it works across the Diagnostic, go-to-market strategy, plays and pipeline, academy and capability, sales kick-offs, and process and platforms.
What is the COMPOSE Sales Model?
The COMPOSE Sales Model® is a sales transformation model built by Umar Gill over more than 15 years of leading transformation in global businesses. It looks at a sales organisation across six connected pillars (culture, operating model, people, operations, strategy and experience), with AI as the outer ring running through all six. It underpins the work of Compose Sales Partners, including its Diagnostic across 45+ dimensions.
How can I work with Umar Gill?
Consulting and transformation work is delivered through Compose Sales Partners, a practitioner-led sales transformation consultancy for B2B organisations. For speaking requests and other enquiries, connect with Umar on LinkedIn.
Does Umar Gill speak at events?
Yes. Umar speaks at industry events, sales kick-offs and business schools on sales transformation, sales operations, enablement and sales culture.
Contact

Get in touch

For consulting and transformation work, visit Compose Sales Partners. For speaking, guest lectures or anything else, connect with me on LinkedIn.

Confidentiality

Client and employer names in engagement summaries are withheld or anonymised. No confidential client information is disclosed on this website, and descriptions are kept at a level that does not identify the organisations involved.

Proprietary frameworks

The COMPOSE Sales Model, the COMPOSE Sales Kick-Off Model and the PERFORM, PACE and RISE frameworks are proprietary methodologies used by COMPOSE Sales Partners Ltd. They may not be copied, adapted or used commercially without written permission.

Trademarks

COMPOSE Sales Model® is a registered trademark. The COMPOSE Sales Model diagram™, COMPOSE Sales Kick-Off Model™, COMPOSE Sales Partners™ name and logo, COMPOSE Sales Academy and COMPOSE Sales Diagnostic are trademarks or pending trademarks of Umar Gill, used under licence by COMPOSE Sales Partners Ltd. The UG Umar Gill “Creating Intelligent Sales Organisations” logo and wordmark are trademarks of Umar Gill. All other names and logos belong to their respective owners.

Information only

Content on this website is for general information and does not constitute professional advice. Full terms are set out on the terms, privacy and accessibility page.

Umar Gill F.ISP · Creating intelligent sales organisations

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