The Sales Team Playbook

Who it’s for

Owners and sales managers of service businesses from $500K to $25M in revenue: trades and home services, restoration, construction, environmental and route-based services, and professional or creative firms. Use it to make a first sales hire, to strengthen a team that can do more, or to put a system under a team that already sells.

What’s inside

1. Start
   Stage, motion and readiness checkFind your stage and how you sell, then seven questions that show where to start.
2. 01
   Your numbersQuota and pay reverse engineered from your own prices and margins.
3. 02
   Role scorecardsThe setter, the closer, the business developer, the hybrid and the sales manager seat.
4. 03
   Compensation plansComplete models with worked examples, including relationship sellers and managers.
5. 04
   Recruiting packA copy-ready job post for any motion, a five step screen and a paid trial task.
6. 05
   Qualification and pipelineA qualification standard, a seven stage pipeline and a five stage relationship pipeline.
7. 06
   Sales process and follow-upA discovery outline, a seven touch follow-up cadence and a relationship cadence.
8. 07
   Training rampThe gated 30-60-90 and the deal review rubric.
9. 08
   ManagementThe seven numbers for each motion, the weekly cadence and the coach or cut rule.
10. 09
    Tech stack and CRMThe setup that is enough for a small team, and what a managed team adds.
11. Finish
    Five day build planWorksheets to build your version in a week.