Operating Board — Head of Sales

Victory Meets Trust · the system funnel, not the deal funnel

Month

not saved yet

Воронка ответственности Head of Sales

Управляй причиной — получишь следствие

Главный принцип

Прибыль не «делается» — она вытекает. Head of Sales управляет не цифрой на вершине, а каждым уровнем причины под ней. Слабый уровень внизу = потолок прибыли вверху.

Plan by funnel level

set absolute targets · conversions derived automatically

#	Funnel level — target	Target	Implied conversion
Hiring — the input to the system
01	CVs receivedrelevant applications to gather		entry
02	Passed CV screening		—
03	Invited to interview		—
04	Passed the interview		—
05	Offer accepted — hires		—
Training — turning hires into sellers
06	Certified sellers ≥90%passed exam incl. call quality		—
Sales — the consequence
07	Closer discipline indexavg across closers, %	%	index
08a	Revenue — what we earnsum of our margin, £	£	goal
08b	Cash collectedmoney actually in the account, £	£	goal

Two money numbers, never confused. "Revenue we earn" is our margin on deals closed this month; "cash collected" is what actually landed — often just the deposit while the rest follows. Planning both keeps you honest about liquidity, not just booked wins.

Source: Hiring (manual) Training (manual) Sales (auto/manual) draft

A · System Result

/25

Revenue & cash vs plan

B · System Health

/25

Hiring funnel vs plan

C · Self-Governance

/25

Closer discipline index

D · Improvement

/25

Certified sellers vs plan

Responsibility Funnel — Actual

enter your own data · target column pulled from the Plan tab

Hiring — by vacancy

CVs received

Sum across vacancies

applications

—

plan —

—

Enter your vacancies and CV count for each

Vacancy	CVs
Total	0

Passed CV screening

Conversion from CVs shown inside

candidates

—

plan —

—

Number passing screening by vacancy · conversion is auto

Vacancy	Passed	Conv. from CV
Total	0	—

Invited to interview

Shortlisted after screening

interviews

—

plan —

—

Number of interviews by vacancy

Vacancy	Interviews	Conv.
Total	0	—

Passed the interview

Interview + role-play + scorecard

finalists

—

plan —

—

Number passing by vacancy · the bottleneck is often here

Vacancy	Passed	Conv.
Total	0	—

Offer accepted — hires

% of offers accepted

hires

—

plan —

—

Offers accepted by vacancy

Vacancy	Accepted	Conv.
Total	0	—

Onboarding & Training — exam + call quality, by person

Certified sellers ≥90%

Exam + qualification & diagnostic call quality

passed ≥90

—

plan —

—

Score every trainee — Qualification (first call) & Diagnostic matter most. Failed rows turn red.

Employee	Product	Qualif.	Diagnostic	MEDDIC	Result	Status
Passed ≥90 / total					—	0

Sales — closer discipline, by person

Closer discipline index

Qualification · Diagnostic · CRM · Follow-up · Conversion

—

dept avg

—

plan —

—

Score each closer on what they actually do · row average = their index · dept average at the bottom

Closer	Qualif.	Diagnostic	CRM	Follow-up	Conv→dep	Index
Department average	—	—	—	—	—	—

Sales — profit by deal

Profit by deal

Every deal · program value · our revenue · cash collected

£0

revenue

—

plan —

—

One row per deal · program value = what the client pays · revenue = our margin · cash = what actually landed

Deal / client	Program	Closer	Program value £	Our revenue £	Cash in £
Total		0 deals	£0	£0	£0

What this board is for. Not to celebrate wins — to find the system's misses and fix them. A failed exam, a closer weak on diagnostics, a deal booked but no cash in: each is a red flag pointing at a cause one level down. Data is saved per month to Cloudflare KV; the sales blocks can later pull from Bitrix.

HoS Operating Board

Воронка ответственности Head of Sales

Plan by funnel level

Responsibility Funnel — Actual