headofsales.me ENRU
THE FIELD GUIDE FOR PEOPLE WHO RUN SALESUPDATED 2026
Open notebook with a pencil-drawn sales funnel and checklist on a warm paper desk

You run sales now: here is what to do on Wednesday

Plain answers and ready-to-use tools for new sales managers and owners who sell.

HANDBOOKS · FREE TO READ
Read the one that sounds like your week

I. Your first quarter in charge

FOR NEW SALES MANAGERS
For the person just made sales manager
What to learn before you change anything The first talk with the owner A weekly rhythm your team can keep A pipeline review that ends with decisions One-to-ones that are not status updates All five chapters

II. Your first sales team

FOR OWNERS WHO SELL
For the owner who still runs sales
When to hire the first seller Write down how you sell, in one page The first reply rule for every inquiry Who owns which lead The first seller's first 90 days All five chapters
Opened envelope with an inquiry card next to a planner and a small clock
Fig. 2 · An inquiry waiting for its first reply
FEATURED QUESTION · 4 MIN

How fast should you reply to a new inquiry?

Pick a reply time your team can keep every working day, write it down, and measure it for two weeks. A rule everyone meets is worth more than a faster one nobody meets. Then tighten it.

Articles for the person running sales

Short, practical reads on numbers, pipeline, team routines and the next decision to make.

All articles

Swipe left or right through the articles

New guide6 min

The sales manager’s report: answer with numbers, not impressions

Five core metrics, CRM rules and a weekly review, with a fillable PDF template.

Read and download Column7 min

Why I ask new managers to change nothing in week one

Collect facts before changing the process. Learn where deals stall and what the owner expects.

Read the column Answer3 min

Which sales numbers should you check every week?

Use a short, stable set of numbers and one definition for the whole team.

Read the answer Guide7 min

How to run a pipeline review in 45 minutes

Bring only stuck deals. Every discussion ends with a decision, an owner and a date.

Read the guide
GLOSSARY · 32 TERMS

Same words, same counts

One definition per term, the formula, and how it is usually misread.

Average deal sizewon revenue ÷ won deals Lead response timeinquiry to first reply Next stepdated, owned, agreed Pipeline coverageopen value ÷ target Sales cycle lengthdays, opened to closed Win ratewon ÷ (won + lost) All 80 terms
WORKSHEET · NO SIGN-UP

Count your win rate

Only deals that reached a decision. Open deals stay out of the sum.

Win rate = Won ÷ (Won + Lost) × 100% = 40%
12 won out of 30 decided deals. Example numbers, change them. How to count it

Fix one thing this week

All tools, in the order you need them
Pipeline review in 45 minutes: sample pages on a desk
FOR NEW SALES MANAGERSGUIDE · SHEET · DOCX · XLSX
Pipeline review in 45 minutes A weekly meeting on stuck deals that ends with a decision and an owner for each.
$29See what's included
 First reply standard: sample pages on a desk
FOR OWNERS WHO SELLSTANDARD · DOCX · 2 XLSX
First reply standard Who replies to a new inquiry, how fast and with which words. 52 reply templates.
$29See what's included
 Seven weekly numbers: sample pages on a desk
FOR MANAGERS AND OWNERSXLSX · GUIDE · DOCX
Seven weekly numbers Which numbers to check every week, with one definition for the whole team.
$29See what's included

Not sure where to start? Two free audits

SALES AUDIT Where do your sales get stuck? 20 questions on four areas: pipeline and CRM, team management, customer work, sales skills. A score right away. Start the sales audit
LEAD RESPONSE AUDIT Where do your inquiries get lost? Between a new inquiry, the first reply and the next step. A score and the first fix to make. Start the lead response audit
THE 14-DAY EMAIL SERIES

Seven practical emails for your first weeks

We send the planner (or your result) to this address. We never sell or share your email.