The operating rhythm
On this page
Launch rhythm (until the first salesperson is hired)#
| When | Meeting | Agenda and output |
|---|---|---|
| Weekly, 30 minutes | Weekly review: Alex and John; dashboard prepared by John | Headlines and guardrails (5); slipped and stalled deals, "what does the buyer need to do next, and by when?" (10); accounts, activation, design partners (5); call review gap or commercial exceptions (5); counters and decisions for Alex, one at a time (5). Every slipped deal gets a new next step or is closed |
| Monthly, 45 minutes | Win, loss and no-decision review: Alex and John | Every close with its reason code; no-decision rate; commonest stall point; any claim that should not have been made; one call to learn from. Output: changes to the objection handbook, battlecards and positioning; product gaps to Dom in the buyer's words |
| Quarterly | Refresh: John drafts, the weekly review signs off | Battlecards (next due January 2027); claims against the product; whether activation predicts the habit |
Call review: once a fortnight, each founder scores one of the other's recorded calls before the weekly review, which discusses only the gap and the one skill. The meetings are the small part; onboarding, design partner calls, CRM upkeep and dashboard preparation are the real load.
Full rhythm (when the first salesperson joins)#
Monday, 30 minutes: pipeline review (John Cooper chairs). Wednesday, 30 minutes: commercial review (Alex chairs): band fill, requests outside the commercial answers, give-get trades, partners, questions for Karl Foster. Friday, 30 minutes: call review (rotates): pre-scored calls, each seller's one skill, a call of the week into the library. Monthly and quarterly as above; the refresh becomes half a day and adds the commission plan. A deal is "commit" only in Committed, with a dated paper process and, for considered deals, two active people on the buyer's side.
Say (recording consent)"Is it OK if I record this so I don't have to take notes? It's for our team's training and we'll delete it on request."
Never put a recorded call in a partner or public module.