The Right Cadence & Framework for Sales WIPs & Catch-Ups [Template]

What’s the right cadence to keep your sales team on track?

And how do you toe the fine line between micromanagement & empowering your team for success.

It’s all about setting clear KPIs

Having the “right” type of catch-ups

Making it easy for your team to see data

And giving them a framework to report back on

Here’s a cadence and framework that works quite well for sales teams.

Have a look, make it your own, and just do it consistently.

Consistency is key.

1. Slack update template

• MQLs not contacted > 3 days
• Deals not contacted > 7 days
• Attainment month-to-date VS goal
• And any other qualitative items you have noticed whilst reviewing the dashboards

2. Weekly 1:1 template

• Hubspot/CRM dashboard - set the expectation to “update the dashboard” before they arrive. If it isn’t up to date, allow time for them to do it during the meeting.
• Reconfirm goal for the month and establish attainment vs goal every week
• Forecast for the month.
• Ask for any roadblocks on their way, you can help with
• Ask for meetings they’re in, non-sales related they can be excluded from ongoing.
• If they have direct reports - check in on their dashboard, progress, and any coaching required.
• Discuss career goals - where they want to be in 12-24 months, what they feel is the gap, etc…and then, put together a mutually agreed roadmap
• Weekly manager feedback to cover: 
  • Areas they’re doing really well in
  • Areas that need improve re above
  • Provide manager’s perception on how the employee is faring VS KPIs (below expectations, meeting expectations, above expectations, etc.

3. Monthly report template

• Recap of previous month’s KPI vs attainment
• What went well
• What could have been better
• Plan for next month
• Forecast for month

Got questions on Cadence & Framework for Sales WIPs & Catch-Up, or anything else?

Say hello and we’ll lock in a time to chat through

Cheers,

Was