Inside TSS and the Journey Behind Australia’s Sales Performance Specialists

TSS was recently featured in Blue Amber Bookeeping’s Client Spotlight, where TSS’s CEO, Steve Curran and General Manager, Jacob Curran sat down to discuss the journey of Total Selling Solutions, the evolution of our systems, and the work we are doing to lift sales performance across Australia.

Blue Amber Bookkeeping has supported TSS with payroll and bookkeeping for several years, and the conversation offered the perfect opportunity to reflect on how far we have come and where we are heading next. This article expands on that interview and provides deeper insight into the values, growth and purpose that sit at the heart of TSS.

Who We Are and What We Do

At TSS, our purpose is simple. We help businesses, managers, and consultants perform better by improving their communication and sales performance. Our tailored system records and assesses phone calls against key performance indicators, providing instant feedback on strengths and areas for improvement. Businesses are paying for leads, but then not converting them. The bigger the company the bigger the leakage. Our system and training maximises lead conversion.

We also deliver customised training through our expert sales trainers, who analyse real-world results and provide practical guidance. While our roots are in the automotive industry, we’re now branching out into other sectors. We’ve built our own proprietary in-house technology that records, transcribes, and measures sales calls, logging them directly into a client’s CRM to keep consultants accountable. It’s all about helping businesses close the gap between opportunity and conversion.

We also run TSS Studios, a turnkey, self-hire film and photography studio equipped with green screen technology, sound treating, and a professional production environment for anyone looking to create high-quality video content.

The Meaning Behind TSS

TSS stands for Total Selling Solutions - it represents our goal to cover every aspect of the sales process. Steve began in the car dealership world, where there was no systemised approach to calls. He saw an opportunity to bring structure, process, and accountability to sales performance across every department.

Our Journey in the Industry

We started in 2006, with Steve as a one-man band, servicing NSW. Over time, the business grew organically as we developed systems, technology, and a passionate team. Today, we have around 30 team members overseas and 12 in Australia, covering software development, training, marketing, production, and support Australia-wide.

Our journey has been one of constant evolution. When Steve first started, he would manually assess the calls, and had a team overseas that would create the score card based on what the consultant did or didn’t ask delivering an overall percentage or rating if you like on how the call was handled.

We currently record over one million calls a year, providing actionable insights for businesses across Australia. The biggest challenge has been continually adapting to change, as customer behaviours, technologies, and markets shift fast. Staying ahead requires flexibility and a willingness to innovate.

Our most enjoyable part about TSS’s journey is helping people grow. Seeing someone start as a consultant and go on to become a manager, or even own their own business, is incredibly rewarding.

A Father and Son Leadership Team

Working as a father and son team has been a standout part of the TSS journey. Steve describes the partnership as fantastic. They think alike, sometimes even sound alike, yet they still challenge each other in all the right ways. He sees himself as the visionary, while Jacob brings a grounded, operational focus and is never afraid to push back when needed. That balance, Steve says, works incredibly well.

Jacob shares the same sentiment. He explains that Steve comes up with the big ideas, and he provides honest feedback. Together, they each bring something different to the table.

Their leadership styles complement that dynamic. Steve leads through empowerment, creating autonomy and personal growth within the team. He works hard to remove complexity, believing that complexity causes failure, and always encourages a simple, clear approach.

Jacob leads with empathy and approachability. There is no closed door, and the team is encouraged to make their own decisions. Having done every role in the business himself, he is quick to jump in and support anyone who is struggling. Both Steve and Jacob lead by example, often the first in and the last to leave most days.

What Makes TSS Distinct in the Market?

TSS is unique in the way it operates, offering a full 360° solution that covers everything from identifying the problem to delivering evidence-based training and technology to fix it. Clients receive continuous feedback through its system, creating the repetition sales staff need to retain the training and achieve lasting improvement rather than short-term gains.

Our Purpose and Aspirations

While our roots remain in automotive, our long-term vision is broader. We aim to support businesses across multiple industries including health, retail, hospitality and real estate. The need for better communication and sales structure exists in every sector.

Core Values That Guide Us

Respect and relationships sit at the centre of everything we do. We have rebuilt our system three times. We’re privately owned and self-funded, and every dollar we earn goes straight back into developing and scaling. That commitment has kept us growing sustainably and independently.

What Drives Us Every Day

Steve is driven by constant improvement both personally and professionally. He wants to deliver clear, effective training and continue being the best in the industry.

Jacob is motivated by innovation and loves pushing the boundaries of what’s possible. In the last two years, he has seen ten times the growth in the tech division compared to the previous 18 years. He is proud to see the team and business growth because it gives everyone the opportunity to do the things they love in their personal life, like a one-hour surf, which is a great motivator and a way to destress. He also loves spending time with his family.

The Importance of Overdelivering

Our goal is for every client to feel the value they receive far exceeds the invoice amount. If we don’t do that, we don’t have a business. Steve personally checks in with clients every week - it’s how we maintain strong, lasting relationships.

Challenges and How We Responded

When lockdown hit, we knew we had to act fast. We went from being a face-to-face training company to a fully digital one, almost overnight. We reduced client invoices to one third, focused on retention, and built online training platforms complete with video content and workbooks. We came out stronger than before, having retained 92% of our clients and developed a scalable digital arm of the business.

Advice for Anyone Facing Similar Challenges

Adopt the mindset that “things happen for us, not to us.”  Stay open to innovation, embrace new technology, and always look for ways to adapt. We’re always creating our own innovations. We’ve been working on our AI models for 10 years.

The Best Feedback We Have Ever Received

One of our earliest clients suggested we drop 12–24-month lock-in contracts, which was the industry norm, because it would show confidence in our service. We’ve operated that way ever since. It keeps us accountable, maintains relationships and respect, and ensures we always deliver value.

Defining Success at TSS

For us, success is about customer retention, steady growth, and keeping our egos out of decision-making. We’re here to help businesses succeed, and when they do, so do we.

Our Partnership with Blue Amber

At TSS choosing the right bookkeeping partner was an important step in our growth. We needed more than basic support, we needed structure, clarity and someone who genuinely understood how our business operates. Blue Amber Bookkeeping delivered exactly that.

Their team guided us through the transition from spreadsheets to proper systems, supported our internal accounts staff, and brought a level of responsiveness that has made a real difference to our day-to-day operations. As Jacob put it, their approach feels like “bookkeeping with love,” because nothing is ever too hard and problems are solved quickly.

Having confidence in our financial processes has freed us to focus on what drives us innovation, leadership and continual improvement. Blue Amber Bookkeeping’s support has played a valuable role in helping us keep our attention where it needs to be growing the business and delivering results for our clients.