Weekly Sales WIP & Team WIP Structure

You’ve hired good salespeople.

You’ve got a decent volume of leads coming in.

But -You’re still not hitting the goals you want to hit consistently enough.

What’s one of the most important ways to grow sales output?

Being a better manager :)

It all comes back to the basics - better 1:1s, better teams wips & better communication.

And after speaking to 100s of founders - unfortunately, this just isn’t there in most agencies.

Building a sales team is a new thing for most agencies.

And even for those who have established sales team - the basics are often forgotten too.

So, to help you out - here’s a quick framework for you to follow -

Weekly Sales Team Meeting Format

Timeline	Activity
First 5 minutes	Recap team goals vs MTD attainment - MRR goals for the month, Pipeline goals, % of deals won from marketing vs non-marketing
Next 20 minutes	Each team member does the same + submits a forecast for the month (this happens weekly to see how their forecast is changing)
Next 20 minutes	Team nominates some 2-3 deals they need help on, provides guidance/coaching on how to tackle (and may decide to tag with the sales rep on those during the week)
Month-end	Head of Sales/ Founder reviews everyone's forecast vs attainment - sees the "gap", and coaches them on how to forecast more accurately

Timeline	Activity
First 20 minutes	The salesperson opens up Hubspot/CRM on the big screen (comes ready with it updated). Shares MTD attainment vs KPIs
Next 20 minutes	Any help needed with deals
Next 20 minutes	Update via project management tool how any specific initiatives are progressing (eg: get 5 new case studies per month). The salesperson provides "focus" areas every month for improvement, recaps end of each month how they went vs goals
Every fortnight	This is a "career" discussion where mutual goals are set, and this is tracked via a project management board - with Head of Sales/Founder empowering them to reach their goals, creating a career roadmap & supporting them as needed