Your first quarter in charge of sales
You were promoted or hired to run sales, and everyone expects changes. Start by learning how things work, then change one thing at a time. These five chapters take you from the first week to a rhythm your team can keep.
How to use it
The order follows the order of your own weeks: facts first, then the talk with the owner, then a weekly rhythm, then pipeline reviews and one-to-ones.
If you only have an hour, read chapter 1 and do the "this week" list at its end.
Chapters
CHAPTER 1
What to learn before you change anythingIn your first week, collect facts and leave the process alone. Listen to real calls, ask each seller where deals stall, follow three live deals and agree goals for day 30 and day 90 with the owner.
7 MIN READ
CHAPTER 2
The first talk with the ownerBefore you change anything, agree with the owner what you are there to fix. It takes one conversation and fifteen questions, and it ends with two written goals: one for day 30, one for day 90.
7 MIN READ
CHAPTER 3
A weekly rhythm your team can keepA rhythm is the same short meeting, the same few numbers and one decision, every week. Start with one meeting and seven numbers, and add nothing until the team has kept it for a month.
7 MIN READ
CHAPTER 4
A pipeline review that ends with decisionsUse the pipeline review to decide, and leave the status for the CRM. Take only the stuck deals, ask what should be true by now, and leave with one decision for each: move it, fix it or close it.
7 MIN READ
CHAPTER 5
One-to-ones that are not status updatesA one-to-one is the seller’s time. Keep it to 30 minutes, let the seller bring the topics and end with one thing they will do before the next one.
7 MIN READ