Developing Sales Operating Rhythms

In a previous post we talked about the different types of developing operating cadences. Today I’d like to put on my Head of Sales and Head of Sales Operations hat on. We’re going to design a sample operating rhythm which you can use with your business.

Your rhythms are the chess pieces to move on the board.

Here’s the preview of what it looks like. We’ll go over the full set of cadences below.

Each of the rhythms need the ‘why’ behind them. Let’s break these out in detail.

Manager 1:1

Why: This is where the feedback and coaching takes place. AEs grow here first and foremost among all the rhythms listed.

In this rhythm the manager covers the following:

• Employee wellbeing

• Career guidance

• Remove deal blockers

• Coaching

Skip level 1:1

Why: This is where sales leadership has an opportunity to meet the feet-on-the-street. Vice versa, it’s a great opportunity for exposure for the rep.

In this rhythm the manager covers the following:

• Employee wellbeing

• Career guidance

• Organizational health assessment

Team Meeting

Why: Set specific direction to the team for the week. Follow up on action items from the previous week. Keep the business moving forward.

In this rhythm the manager covers the following:

• Personal check-in / culture build

• Company updates

• Identify blockers

• Prioritize the team

• Deprioritize unimportant items

Pipeline Review

Why: Review the state and trend of the pipeline in relation to the business goals.

In this rhythm the manager covers the following: