Build and run a sales team

Get sales reps working leads daily: build a culture of execution, reward show rates with money and approval, and rank reps on three numbers.

When ads bring prospects in but the team isn't closing: find the gap, write one master document, and drill one obstacle at a time.

Use when teaching reps a script: get it memorized, then run daily role play that stops, models and repeats until each part is locked in.

Decide how salespeople are paid and how they move up: commission versus salary, on-target earnings, pay by skill, and a stepped career path.

Use when you need more salespeople and cannot find them: treat recruiting as marketing, do the hiring math, and work every channel for candidates.

Use when hiring for a role many people hold and many leave, such as outbound reps, and one-at-a-time interviews cannot keep up.

Use when a new salesperson joins, to take them from the first morning to real calls through a first week and phased tests.

Use once reps are through onboarding and taking calls, to lay out their day and keep training them daily, weekly and one-on-one.

Use when salespeople know the process but will not follow it: name the rules your culture really rewards and tolerates, then change them.