The PULSE Framework
The PULSE Framework
A comprehensive system for building and sustaining commercial excellence.
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A structured approach to commercial performance
A structured approach to commercial performance
PULSE is RTM’s methodology, built from our partners’ operating experience. It reads five drivers of commercial performance as one system. Each pillar asks a plain question of the business. The pillars feed one another, so the first job is to find which one is limiting the rest.
What PULSE stands for
What PULSE stands for
P — Performance Management: Do people know the numbers they own? Typical work: KPIs, review cadence and accountability.
U — Understanding the Market: Do we know where and why we win and lose? Typical work: channel, customer and competitor diagnostics.
L — Leadership & Capability: Can the team deliver the plan? Typical work: capability assessment, coaching and training.
S — Sales Execution: Does the plan reach the outlet? Typical work: coverage, field routines and distributor management.
E — Enablement Systems: Do systems make good execution the easy option? Typical work: reporting, incentives, process and tools.
Where PULSE delivers impact
Where PULSE delivers impact
The framework can be applied across a wide range of commercial challenges:
Commercial transformation programs
Sales force effectiveness improvement
Capability building and training
Go-to-market strategy refinement
Performance management system design
From diagnosis to execution
From diagnosis to execution
What You Get
What You Get
The work is designed to leave behind:
• Decision forums that run on a calendar
• Clear ownership of each KPI
• Visibility on cash, margin and delivery risk
• A second line of leaders ready to carry the work
Each pass strengthens the pillar that was holding the others back, and the next reading shows where to go next. The work is sequenced by what is limiting performance, and not by a fixed menu.
Timelines vary based on complexity, starting condition, and organisation size.
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