VP of Sales Operating Cadence

As a Series A VP of Sales, your operating cadence should be meticulously organized to optimize sales performance, team management, and strategic planning. The following is a detailed breakdown of a suggested operating cadence for a typical week, month, and quarter.

Weekly Cadence

Monday:

Team Alignment Meeting: Begin the week with a sales team meeting to set priorities and review goals.
Pipeline Review: Examine the sales pipeline for progress and potential roadblocks.

Tuesday to Thursday:

Sales Calls and Client Meetings: Focus on high-priority sales activities.
Coaching Sessions: Conduct individual coaching with sales reps.
Cross-functional Collaboration: Engage with marketing, product, and customer success teams.

Friday:

Performance Analysis: Review weekly metrics and KPIs.
Internal Reporting: Prepare and submit sales reports to executive leadership.
Team Feedback Session: Open forum for team insights and improvement suggestions.

Monthly Cadence

First Week:

Monthly Sales Meeting: Review the previous month’s performance and set goals for the current month.
Training Session: Conduct a training session on product updates or sales techniques.

Mid-Month:

Mid-Month Check-in: Assess progress towards monthly targets.
Market Analysis: Review market trends and competitor activities.

End of Month:

Performance Review: Analyze month-end sales figures and KPIs.
Forecasting: Update sales forecasts for the next month.

Quarterly Cadence

Start of Quarter:

Quarterly Sales Strategy Meeting: Set quarterly goals and strategies.
Budget Review: Assess budget needs for the quarter.

Mid-Quarter:

Progress Review: Evaluate mid-quarter performance against KPIs.
Stakeholder Meeting: Update company stakeholders on sales progress and challenges.

End of Quarter:

Quarterly Review: Comprehensive analysis of the quarter’s sales performance.
Team Recognition: Acknowledge top performers and team achievements.
Strategy Adjustment: Revise sales strategies for the next quarter based on insights.

Example Week in Detail

Monday:

9 AM: Team Alignment Meeting (1 hour)
11 AM: Review sales pipeline (2 hours)
2 PM: Strategy session with marketing (1 hour)

Tuesday:

10 AM - 4 PM: Sales calls/client meetings
4 PM: Coaching session with a sales rep (1 hour)

Wednesday:

10 AM - 3 PM: Sales calls/client meetings
4 PM: Cross-functional meeting with product team (1 hour)

Thursday:

10 AM - 4 PM: Sales calls/client meetings
4 PM: Coaching session with another sales rep (1 hour)

Friday:

9 AM: Analyze weekly metrics (2 hours)
11 AM: Prepare internal sales report (2 hours)
3 PM: Team feedback session (1 hour)

This cadence ensures a balanced focus on both short-term objectives and long-term strategic planning. It's important to remain flexible and adjust this schedule as needed based on the unique dynamics of your organization and market.