From Uncertainty to Structure: Stabilising Sales at UNE Partnerships
A fractional Head of Sales helped turn a moment of disruption into lasting systems, confident hires, and a stronger team.
1
New Head of Sales and Marketing hired | Recruitment Input & Onboarding
2
New Course Advisors hired | Recruitment Input & Onboarding
2
New marketing staff hired | Onboarding
The Background
UNE Partnerships (UNEP) is one of Australia’s leading Registered Training Organisation (RTO) and providers of professional development and nationally recognised qualifications.
In 2024, UNEP faced an unexpected challenge: the sudden departure of their Head of Sales and Marketing. This left three course advisors (sales reps) without direction — two brand new to the organisation and one long-term team member.
Without clear leadership, the sales process was inconsistent. CRM usage lacked structure and consistency, onboarding was ad hoc, and important marketing assets were being managed by external partners — with UNEP losing both efficiency and intellectual property in the process.
The executive team needed stability, clear systems, and someone to bridge the gap until a new leader was in place.
The Solution
Owen McDonald from Growth Machine was engaged to act as a fractional Head of Sales and Sales Coach, embedding directly into UNEP’s team.
Key steps included:
Sales team coaching & evaluation: Provided one-on-one coaching for course advisors, clarified CRM processes, and supported executive decision-making on probationary staff.
Executive support: Worked closely with CEO Ben and CFO Melissa to navigate staffing transitions and align sales operations with business goals.
Recruitment support: Participated in the hiring process for a new Head of Sales & Marketing (Yvette), and supported the recruitment of 2 new Course Advisors.
System improvements: Upgraded HubSpot CRM with incremental improvements, documented processes, and established accountability rhythms.
Onboarding manual: Updating UNEP’s onboarding guide in alignment with current sales strategy, which was then used to onboard 4 new staff across sales and marketing.
Marketing IP recovery: Proposed strategic advice to help UNEP transition landing pages and tracking pixels from external partners into their own HubSpot and marketing accounts, reclaiming ownership of critical marketing asset and IP.
The Outcomes
Sales system stabilised: UNEP gained a clear, repeatable sales process, embedded directly into HubSpot.
Confident hiring & onboarding: A new Head of Sales and Marketing plus two Course Advisors were hired, and five new staff onboarded with structure and clarity.
Executive relief: The CEO and CFO gained clarity and confidence through structured advice and support during a challenging period.
Client Success
"Owen stepped in at a critical moment for UNE Partnerships after the sudden departure of our Head of Sales and Marketing. We were facing uncertainty with our sales team, inconsistent processes, and an over-reliance on external partners.
From day one, Owen embedded himself into the team. He coached our course advisors, brought clarity to our CRM, and supported us through tough staffing decisions. He also guided us in the hiring of 1 new Head of Sales and Marketing and 2 new Course Advisors, providing a detailed handover document that has become central to our current strategy.
Just as importantly, he helped us understand the importance of taking back control of our marketing IP — moving landing pages and data into our own HubSpot account, saving costs and ensuring we own our growth assets.
Owen’s impact has been lasting. He didn’t just provide advice — he built systems, created onboarding processes, and coached our people so we can continue confidently without him. His support during this tricky period was invaluable, and UNE Partnerships is stronger because of it."
Ben, CEO, UNE Partnerships
“Owen played a pivotal role in helping to stabilising UNE Partnerships sales team during a critical transition. His structured approach to sales systems, onboarding, and team coaching created the foundation I needed to step confidently into my new role as Director. Owen’s guidance ensured our processes were clear, our tools optimised, and our new hires supported from day one. His mentorship and collaborative style didn’t just bridge a gap, it set our team up for long-term success. I’m grateful for the clarity and advice his input brought to both UNE Partnerships and my leadership journey. Thanks Owen”.
Yvette, Director of Sales and Marketing, UNE Partnerships
Insights from inside
A business that runs with rhythm. A team that moves with clarity. More time for what matters to you. That’s what your Growth Machine is built to deliver. I work inside your business to align strategy, sales, and systems into a structure your team can run.
The result is a business that grows from the inside out, with IP you own and momentum that lasts long after I’ve stepped away.
If you're ready to see what a Growth Machine could do for your business, get in touch today.
Growth Machine helps business owners turn vision into traction by embedding strategy, sales, and systems that scale from the inside out. Connect with me on socials
