HoS Operating Board

Restricted · Head of Sales & founders

Operating Board — Head of Sales

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

Step one of the cycle: plan the whole system before the month starts. Set the target for each funnel level — including hiring inputs (how many CVs, interviews, hires) and both money numbers (revenue we earn vs cash actually collected). Actuals are recorded on the other tab and measured against these.

Plan by funnel level

set absolute targets · conversions derived automatically
#Funnel level — targetTargetImplied conversion
Hiring — the input to the system
01CVs receivedrelevant applications to gatherentry
02Passed CV screening—
03Invited to interview—
04Passed the interview—
05Offer accepted — hires—
Training — turning hires into sellers
06Certified sellers ≥90%passed exam incl. call quality—
Sales — the consequence
07Closer discipline indexavg across closers, %%index
08aRevenue — what we earnsum of our margin, ££goal
08bCash 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
Record the actual result — and let the board surface the misses. A hire who scores 50/100 on the exam or a closer failing diagnostics is not just a bad person — it's a signal the system failed to produce the result. Failed rows are highlighted in red on purpose: that's where the fix lives.
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
01
CVs received
Sum across vacancies
0
applications
—
plan —
—
Enter your vacancies and CV count for each
VacancyCVs
Total0
02
Passed CV screening
Conversion from CVs shown inside
0
candidates
—
plan —
—
Number passing screening by vacancy · conversion is auto
VacancyPassedConv. from CV
Total0—
03
Invited to interview
Shortlisted after screening
0
interviews
—
plan —
—
Number of interviews by vacancy
VacancyInterviewsConv.
Total0—
04
Passed the interview
Interview + role-play + scorecard
0
finalists
—
plan —
—
Number passing by vacancy · the bottleneck is often here
VacancyPassedConv.
Total0—
05
Offer accepted — hires
% of offers accepted
0
hires
—
plan —
—
Offers accepted by vacancy
VacancyAcceptedConv.
Total0—
Onboarding & Training — exam + call quality, by person
06
Certified sellers ≥90%
Exam + qualification & diagnostic call quality
0
passed ≥90
—
plan —
—
Score every trainee — Qualification (first call) & Diagnostic matter most. Failed rows turn red.
EmployeeProductQualif.DiagnosticMEDDICResultStatus
Passed ≥90 / total—0
Sales — closer discipline, by person
07
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
CloserQualif.DiagnosticCRMFollow-upConv→depIndex
Department average——————
Sales — profit by deal
08
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 / clientProgramCloserProgram value £Our revenue £Cash in £
Total0 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.
Юнит-экономика по сотрудникам — расчёт на сегодня (). Введите дату найма, оклад за месяц и бонус, принесённые выручку и кэш, а также количество заблокированных и проведённых диагностик, квалификаций и закрытых кейсов. Затраты считаются по дням от даты найма за весь цикл работы до сегодня.
СотрудникРольДата наймаОклад/мес £Бонус £ДнейЗатраты £Выручка £Кэш £Диагн. заблок.Диагн. провед.Квал.КейсыROIПрибыль ££/заблок.£/провед.£/квал.£/кейс
Итого / отдел£0£0£00000—£0————
Как читать. Затраты = (оклад × 12 ÷ 365) × дней с даты найма до сегодня + бонус — за весь цикл. ROI = выручка ÷ затраты. Прибыль = принёс − затраты. «£/заблок.» и «£/провед.» — стоимость одной заблокированной и одной проведённой диагностики; «£/квал.», «£/кейс» — стоимость квалификации и кейса. Пересчёт — на каждый ввод.