Wasif Kasim Consulting

Table of Contents

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

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

Table of Contents

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