Contracting is a concept that that has been applied to the coaching, psychotherapy and counselling industries whereby boundaries are created and clarity given to collaborative work between a coach and a coachee.

Is this something that can be applied to our meaningful interpersonal relationships and is there space for it to add value to your sales activities?

Many coaching methodologies offer guidance in how to bring the prospect and customer forward in a sales discussion but for me it is the true intention of collaborative selling whereby you establish and agree the protocols of engagement - PURPOSE, PROCESS and mutual EXPECTATIONS.

Every good discussion works better when there is clarity, respect and and understanding of why the discussion is being had in the first place.

What do you think?

The principle of 'contracting'

Helping ambitious SMEs and sales leaders unlock performance through strategic coaching, sales training, and practical growth advice rooted in 20 years of real-world experience.

I’m Paul McAnallen, founder of Shift Control, a consultancy that works with SMEs, sales leaders, and founders across Ireland to improve sales performance and leadership effectiveness.

Over the last 20 years, I’ve helped hundreds of businesses accelerate sales through strategy, coaching, and leadership development. From creating go-to-market strategies to developing SDR teams and mentoring senior sales professionals, I bring a no-nonsense, high-impact approach to driving commercial growth.

With deep cross-industry experience and a commitment to clarity and action, I work as a trusted growth partner — not just a trainer — helping businesses turn potential into performance.

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