Build and Hand Off Your Sales System (13 Weeks)

What this is 🚀

A hands‑on, 13‑week program with six hours each week to install a predictable, repeatable sales engine. The work is practical: sharpen ICP and offers, coach the team, fix process and CRM hygiene, and set a weekly operating rhythm that runs without external help. Expect a mix of strategy, live coaching, and done‑with‑you build work—so changes stick.

Who this is for 🎯

• Pre‑seed to Series A teams that want a working system, not more slides.
• Founders acting as Head of Sales who need structure, dashboards, and coaching.
• GTM leaders who want clean definitions, reliable forecasting, and pipeline discipline.

What to expect ✅

• Leadership + execution: planning, coaching, pipeline reviews, and hiring support if needed.
• Sales infrastructure: ICP, messaging, stages, playbooks, dashboards, and forecasting set up or upgraded in the current stack.
• Team enablement: discovery, qualification, objection handling, and manager rituals to keep quality and cadence high.

Pre‑work (before Week 1) 🧰

• Share pitch/website, ICP notes, current pricing/packaging, top objections.
• Provide CRM read‑only access or clear screenshots of pipeline + key reports.
• Export last 90 days of funnel metrics (stage conversions, time‑in‑stage—approximate is fine).
• List tool stack (sequencer, enrichment, dialer, analytics) and team roster/quotas.

Weekly structure (6 hours/week) ⏱️

• 2h strategy/build: systems, playbooks, dashboards, offer tweaks.
• 2h training/coaching: live roleplays, call reviews, skill drills.
• 1h pipeline + forecast: stage health, deal inspection, next actions.
• 1h founder sync: decisions, blockers, resourcing, hiring needs.

Step‑by‑step plan (weeks 1–13)

Week 1 — Baseline & goals 🧭

• Audit ICP, funnel, CRM, and pipeline stages.
• Set 90‑day targets and leading metrics.
• Deliverables: baseline dashboard + OKRs.

Week 2 — ICP & messaging 🧩

• Lock segments, buying triggers, pains.
• Draft value props and talk tracks.
• Deliverables: ICP matrix + messaging bank.

Week 3 — Process & stages 🛠️

• Define MQL/SQL, entry/exit criteria, SLAs, handoffs.
• Deliverables: stage blueprint + SLA doc.

Week 4 — CRM & hygiene 🧼

• Configure fields, required data, views, core dashboards.
• Install hygiene SOPs and pipeline views.
• Deliverables: CRM config + hygiene SOP.

Week 5 — Prospecting engine 🧲

• List criteria, data sources, research workflow.
• Design a 5–7 touch multi‑channel sequence.
• Deliverables: list guide + sequence v1.

Week 6 — Cold outreach assets ✉️

• Rewrite emails/DMs/call openers.
• Test subject lines and CTAs.
• Deliverables: copy deck + testing plan.

Week 7 — Discovery excellence 🔎

• Train discovery flow, mutual action plans, next‑step control.
• Deliverables: discovery script + MAP template.

Week 8 — Objections & pricing 🧠

• Build objection bank and proof points.
• Light pricing/packaging adjustments if needed.
• Deliverables: objection library + pricing notes.

Week 9 — Pipeline & forecast 📈

• Weekly operating rhythm, forecast method, deal reviews, stage movement discipline.
• Deliverables: forecast cadence + inspection checklist.

Week 10 — Offers & enablement 🧾

• Sharpen offers, ROI stories, 1‑pagers.
• Update scripts and templates.
• Deliverables: enablement pack + battlecards.

Week 11 — Hiring & incentives 👥

• Role scorecards, interview loop, onboarding plan.
• Comp plan and targets sanity check.
• Deliverables: scorecards + onboarding plan.

Week 12 — Scale & automation ⚙️

• Routing, alerts, enrichment, follow‑ups.
• Document and hand off playbooks.
• Deliverables: automation map + playbook docs.

Week 13 — Consolidate & handoff 🎁

• Final dashboards, training recap, 90‑day roadmap, risk log.
• Owner assignments and next‑step commitments.
• Deliverables: handoff packet + ownership map.

Roles & weekly focus

For founders 🧑‍✈️

• 60‑min decision sync; prioritize system changes.
• Approve budgets/tools; remove cross‑team blockers.
• Receive a simple dashboard + one‑page weekly update.

For GTM leaders 🧑‍💼

• Co‑run pipeline/forecast; review dashboards.
• Mentor frontline managers; sign off on process changes.

For sales reps 🧑‍💻

• Roleplays, call reviews, objection drills.
• Adopt new scripts and hygiene standards.
• Track daily activity and next‑step control.

Systems we build or upgrade 🧱

• CRM: fields, stages, views, required hygiene; activity tracking and notes discipline.
• Dashboards: stage conversion, velocity, forecast, rep scorecards, source performance.
• Playbooks: ICP, messaging, discovery, objections, email/DM/phone flows, mutual action plans.
• Automations: routing, alerts, enrichment, sequenced follow‑ups; documentation for continuity.

Deliverables you receive 📦

• Operating system: stage blueprint, SLAs, CRM config, hygiene SOPs, automation map.
• Playbooks: ICP/messaging bank, discovery script, objection library, outreach copy deck, enablement pack.
• Dashboards + cadence: forecast method, inspection checklist, rep scorecards, weekly/monthly ritual.
• Handoff packet: final dashboards, training recap, 90‑day roadmap, and risk/owner log.

This program leaves behind a working sales system, a trained team, and a clear operating rhythm leaders can run independently. Cleaner data, better conversations, steadier pipeline—week after week.