💼 Sales Director Checklist

Complete Sales Leadership Framework with AI-Enhanced Prompts

0 of 47 tasks completed (0%)
Leadership & People Development
0/5
Hold a 90-minute kick-off with each of the 4 Sales Managers to agree on expectations, coaching cadence, and personal growth goals.
Schedule recurring 1-on-1s (weekly) and skip-levels (monthly) with every Sales Manager's reps (≈18-30 AEs/SDRs).
Design a structured manager-development program (e.g., monthly playbook deep-dives, peer-shadowing, leadership book club).
Publish clear career-progression rubrics for reps and managers; circulate within first 45 days.
Celebrate wins publicly (Slack / all-hands) and document lessons learned privately within 24 h of each closed-won > $X.
Scalable Sales Systems
0/5
Map and document the end-to-end Inbound Sales SOP (lead → opportunity → close) in a shared workspace.
Install mandatory deal-stage exit criteria in HubSpot; train managers to police adherence.
Build a conversion-rate dashboard (T1 inbound lead-to-opportunity, opportunity-to-close, deal velocity).
Implement call-recording scorecards and require managers to submit 3 annotated call reviews per rep per month.
Standardise a 15-minute daily pipeline stand-up templated agenda (wins, stuck deals, next actions).
Performance & Forecasting
0/4
Finalise forecast methodology (top-down + bottom-up) and publish weekly forecast vs. goal every Monday by 10 a.m. ET.
Set leading KPI targets: Contact-to-SQL ≥ X %, SQL-to-Opportunity ≥ Y %, Opportunity-to-Close ≥ 90 % of goal.
Audit pipeline hygiene (close dates, stages, values) each Friday; send red-flag report to managers.
Embed Looker or similar BI tiles into the team workspace for real-time quota pacing.
Coaching & Enablement
0/4
Create a weekly skills clinic (role-plays, objection drills, MEDDIC refreshers) led by you or a guest coach.
Require managers to log coaching notes in HubSpot custom objects.
Track rep ramp-time; aim for 20% reduction vs. last quarter.
Maintain a living sales playbook; update within 48 h of any process change.
Cross-Functional Alignment
0/4
Establish a bi-weekly Revenue Council (Sales, Marketing, RevOps, CS, Product) with a written agenda and minutes.
Close the lead-quality feedback loop: deliver a Marketing → Sales win-loss analysis once per month.
Partner with RevOps to tighten attribution & forecasting accuracy (< ±5% variance mid-month).
Coordinate with Customer Success on handover SLA (intro call ≤ 48 h post-close).
Change Management
0/3
For every new play/process, create a "Change Brief" (why, what, how, success metric) and circulate before roll-out.
Run a 2-week pilot in one pod before scaling to all teams.
Survey managers/reps 30 days post-roll-out; adjust and lock process only after feedback.
Extreme Ownership
0/3
Publish team OKRs at the start of each quarter; review progress in the first all-hands of every month.
Institute a no-excuses policy: every miss must have a documented root-cause analysis and next-step plan.
Model the behaviour—share your own scorecard and retros publicly.
30-60-90 Day Milestones
0/10
Day 30: Complete org & process audit and share written "State of Sales" memo.
Day 45: Draft new SOPs and get flowchart + enablement deck signed-off.
Day 60: Launch manager-development program with calendar invites + first workshop completed.
Day 75: Achieve forecast accuracy within ±10% with week-over-week pacing report.
Day 90: Reach ≥ 90% team quota attainment trajectory with HubSpot dashboard snapshot.
Conduct 30-day milestone review and course correction if needed.
Conduct 60-day milestone review and strategy refinement.
Conduct 90-day comprehensive review and plan next quarter initiatives.
Document lessons learned and best practices from first 90 days.
Present 90-day results and next quarter plan to executive leadership.
Weekly Personal Rhythm
0/9
Monday: Forecast call + Coach review of random call recording.
Tuesday: 1-on-1s (2 managers) + RevOps sync.
Wednesday: Pipeline stand-ups audit + Content for skills clinic.
Thursday: Cross-function Revenue Council + Prospect/rep ride-along.
Friday: Pipeline hygiene audit + Celebrate wins post.
Daily: 15-min dashboard check + Slack "ask-me-anything" open hour.
Weekly team all-hands meeting with structured agenda and action items.
Monthly strategic planning session to review and adjust quarterly objectives.
Quarterly business review preparation and execution with key stakeholders.
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