SALES TEAM OVERVIEW
How We Work Together • Jan 2026
"Let's build this thing."
| Role | Focus | Hands Off To | Key Metric |
|---|---|---|---|
| Joe (CEO) | Strategy, enterprise deals, escalations | — | Company growth |
| SDR | Cold outbound, booking qualified meetings | Sales | 5 meetings/week |
| Sales | Discovery calls, closing deals | Customer Success | 2-3 deals/month |
| Customer Success | Onboarding, retention, expansion | Sales (for expansion) | 90%+ retention |
100 outreaches → 10-15 replies → 5 meetings → 2-3 proposals → 1 deal
Jumpstart ($2.5K) + 40% convert to Partner ($48K) = avg $20K+ per deal × 2-3 deals/month = $40-60K+ new revenue/month
| When | What SDR Provides | How |
|---|---|---|
| Meeting booked with qualified prospect |
• Company name, website, industry • Contact name, title, email, phone • Company size (employees/revenue) • Pain points mentioned • Why they took the meeting |
CRM entry + calendar invite to Sales |
| When | What Sales Provides | How |
|---|---|---|
| Deal closed, contract signed |
• Signed contract (terms, pricing, start date) • Contact info for all stakeholders • Discovery notes (pain points, goals) • Services purchased (specifics) • Promises made during sales process • Red flags to watch for |
CRM handoff + internal Slack notification + intro email to client |
| When | What CS Provides | How |
|---|---|---|
| Expansion opportunity >$500/mo identified |
• Current services and spend • Expansion trigger (what they said) • Relationship context • Recommended approach |
Slack to Sales + warm intro email to client |
Every dropped ball costs trust. Take 10 minutes to document properly. The next person in the chain will thank you, and clients will notice the seamless experience.
| When | Who | Duration |
|---|---|---|
| Monday, 9:00 AM | Joe, SDR, Sales, CS | 30 minutes |
| Section | Time | Who Leads |
|---|---|---|
| Wins & Closed Deals | 5 min | Sales |
| Pipeline Review | 10 min | Sales (active deals, stuck deals, help needed) |
| Meetings This Week | 5 min | SDR (what's booked, quality check) |
| Client Health Check | 5 min | CS (any Yellow/Red accounts, expansion opps) |
| Blockers & Support Needed | 5 min | Everyone |
| Type | Channel | Frequency |
|---|---|---|
| Meeting booked | Slack #sales + CRM | Immediately |
| Deal closed | Slack #wins + CRM | Immediately |
| Deal lost | CRM (with reason) | Within 24 hours |
| Client at risk | Slack #support + Joe DM | Immediately |
| Expansion opportunity | Slack #sales | Within 24 hours |
| Weekly reports | Email to Joe | Friday EOD |
It's better to share too much than too little. If something feels important or unusual, mention it. No one will fault you for keeping the team informed.
| Role | Primary Metric | Target | Supporting Metrics |
|---|---|---|---|
| SDR | Qualified Meetings | 20/month (5/week) | 100 outreaches/week, 10-15 replies/week |
| Sales | Closed Deals | 2-3/month | 15-20 calls, 8-10 proposals, 25-30% close rate |
| CS | Retention Rate | 90%+ | 100%+ NRR, 0 surprise churns, 100% check-in completion |
| Offer | Price | What's Included | Use Case |
|---|---|---|---|
| Automation Jumpstart | $2,500 one-time | Discovery + 1 custom workflow + 30-day support | Entry point, prove value, upsell to Partner |
| Automation Partner (PIF) | $48,000 one-time | 12-month: 8-10 workflows, CRM, integrations, dashboard, AI assistant, support | Full transformation, $127K market value |
| Automation Partner (Monthly) | $5,000/mo × 12 | Same as PIF ($60K total) | Monthly payment preference |
| Scenario | Jumpstart | Partner | Total |
|---|---|---|---|
| No conversion | $2,500 | $0 | $2,500 |
| Convert to Partner (PIF) | $2,500* | $45,500 | $48,000 |
| Convert to Partner (Monthly) | $2,500* | $57,500 | $60,000 |
*Jumpstart fee credited toward Partner. Target: 40% conversion rate.
✓ Yes: $1-20M revenue, 10-75 employees, 3+ years old, no IT team, owner on call
✗ No: Insurance agencies, startups, solopreneurs, tech companies, "what's cheapest?" folks
| Resource | What It's For | Location |
|---|---|---|
| SDR Daily Playbook | Outreach templates, qualification criteria, daily structure | [Link TBD] |
| Sales Playbook | Discovery framework, objection handling, closing process | [Link TBD] |
| CS Playbook | Onboarding, check-ins, expansion, renewal process | [Link TBD] |
| Product Brochure | Full service details and pricing | [Link TBD] |
| One-Pager | Quick reference for pricing and ICP | [Link TBD] |
| Qualification Framework | Detailed ICP and discovery questions | [Link TBD] |
| Positioning Guide | Talk tracks and call structure | [Link TBD] |
| Who | Role | When to Contact |
|---|---|---|
| Joe | CEO | Enterprise deals, escalations, unusual situations |
| Support Team | Technical Support | Client technical issues |
We're building something here. Every meeting booked, deal closed, and client retained moves us forward. Stay consistent, communicate openly, and take care of each other. The numbers follow when the team works.