How It Started:
The Discovery That Changed Everything
Why I stopped doing popular trainings and started focusing only on sales transformation for MSMEs
SECTION 1: THE BEGINNING
I Was Doing Everything (And Getting Nowhere)
When I started as a trainer and consultant, I said yes to everything.
Soft skills training? Sure.
Leadership workshops? Absolutely.
Communication skills? Of course.
Team building? Why not.
I also took on big organization development (OD) projects – restructuring HR systems, improving operations, fixing customer service processes, building company culture. The whole package.
My calendar was full. Clients were happy. I was busy.
But something felt off.
SECTION 2: THE UNCOMFORTABLE TRUTH
Happy Clients, But No Real Growth
After two years of running around doing all kinds of training, I noticed a pattern.
Clients loved my sessions. They gave great feedback. They thanked me. They paid on time.
But when I checked back a few months later, most of them weren’t seeing actual revenue growth.
Sure, people felt good after the training. Energy was high for a week or two. But then? Back to normal.
The soft skills didn’t stick. The leadership principles got buried under daily firefighting. The culture work looked good on paper but changed nothing on the ground.
I felt like I was creating hype, not results.
And that bothered me.
SECTION 3: THE SURVEY THAT CHANGED EVERYTHING
I Decided to Find Out Why
Instead of ignoring the problem, I did something most consultants don’t do.
I surveyed every single client I had worked with.
I asked them one simple question:
“Did our work together lead to measurable revenue growth within 12 months?”
The answers hit me hard.
Only a handful said yes.
And here’s what shocked me: Every single client who saw 50-400% revenue growth had one thing in common.
They were the ones where I had done deep, long-term sales transformation work – not just a 2-day training, but complete sales system overhauls, team coaching, process building, and performance management.
Everything else? Important but not urgent. Nice to have, but not game-changing.
Soft skills made people feel good.
Leadership training sounded inspiring.
Culture work looked impressive in reports.
But sales transformation drove actual revenue.
SECTION 4: THE PIVOT
I Made a Decision That Day
I decided to stop doing everything and focus on one thing only:
360-degree sales transformation for MSMEs.
No more soft skills workshops.
No more generic leadership training.
No more organization development projects that touched everything but changed nothing.
Just sales. Systems. Performance. Results.
Because that’s what MSME founders actually need.
Not motivation. Not hype. Not feel-good sessions.
They need structure, accountability, and predictable revenue growth.
That became my mission.
SECTION 5: GOING DEEPER
I Didn't Stop at Experience - I Studied the Science
Once I made the decision, I became obsessed.
I read everything about sales psychology, performance management, and human behavior in business settings.
But reading wasn’t enough. I wanted to understand the why behind what works.
So I did something unconventional for a consultant with 10+ years of experience:
I went back to school.
I enrolled in a full-time, 2-year Masters program in Industrial-Organizational Psychology – the science of human behavior in workplaces.
Why psychology? Because sales isn’t just about techniques. It’s about:
How people make decisions under pressure
What drives motivation and accountability
How to design systems that change behavior
Why some teams perform and others don’t
I completed the degree with a CGPA of 9/10 (distinction level).
And along the way, I started developing tools, frameworks, and systems specifically for MSME sales teams – because nothing in the textbooks was built for the Indian MSME reality.
SECTION 6: BUILDING APAAR
16+ Tools, One Proven Method
Over the next several years, I combined:
✓ Two decades of real-world sales and BD experience
✓ Research from my Masters in Psychology
✓ Feedback from hundreds of MSME founders
✓ Trial, error, and refinement with real businesses
The result?
APAAR© – A complete sales transformation method built specifically for ₹5-50 Cr Indian MSMEs.
Not copied from the West.
Not designed for big corporates.
Not theory from a textbook.
Built for founders like you – with real constraints, real teams, and real pressure to grow.
APAAR includes 16+ proprietary frameworks and tools covering:
Sales system diagnosis
Delegation and accountability structures
Performance management rhythms
Sales playbook creation
Leadership coaching for managers
Revenue forecasting and pipeline health
Everything you need to transform chaos into structure.
SECTION 7: WHY THIS MATTERS TO YOU
This Isn't Just My Story - It's Your Advantage
Here’s why this journey matters when you’re choosing who to work with:
1. I’ve Been Where Most Consultants Haven’t
I didn’t just read about sales transformation. I tested dozens of approaches, failed at some, and refined what actually works for MSMEs.
2. I Follow Data, Not Trends
My pivot wasn’t based on what was popular. It was based on surveying clients and following the evidence. That same rigor goes into every sales system diagnosis and coaching program I design.
3. I Combine Experience + Science
Most trainers have experience. Most academics have theory. I bring both – 24 years in the field plus a Masters in the psychology of performance.
4. I Build Systems That Last
Because I saw how temporary hype fades, everything I do focuses on building systems that work after I leave. That’s why my 90-day coaching and 12-month consulting programs focus on implementation, not just ideas.
SECTION 8: WHAT HAPPENED NEXT
The Results Speak for Themselves
Since making that pivot, I’ve:
✓ Helped 160,000+ sales professionals and founders transform their approach
✓ Worked across 160+ industries
✓ Delivered results like:
Education: ₹70 Cr → ₹220 Cr in 6 months
Real Estate: ₹5 Cr → ₹120 Cr in 3 years
Manufacturing: +225% revenue growth in 8 months
And here’s what I’m most proud of:
94% of participants rate my programs 10/10.
Not because I’m entertaining. Because my systems work.