LTO Tool Kit: Sales Operations System

Description: Complete 6-sheet sales operations toolkit covering territory planning, onboarding, KPIs, performance expectations, and sales process framework. Build systematic sales operations from territory design through ongoing performance management. Includes market tier classification, 30/60/90-day onboarding checklists, comprehensive KPI framework with 20+ metrics, and BUILD sales methodology training guide.

What You Get:

• Sales territory planning framework with 3-tier market classification system: Tier 1 (major metros, $2M+ annual potential, full-time dedicated coverage at $120-170K investment, 12-18 month payback), Tier 2 (secondary cities, $500K-2M potential, shared/fractional coverage at $60-100K, 15-24 month payback), Tier 3 (emerging markets, <$500K potential, remote/occasional coverage at $30-50K, 24-36 month payback)—includes coverage model recommendations, investment levels, account concentration analysis, and market entry sequencing strategy

• Sales onboarding system with two checklists: (1) Distributor onboarding expectations (12 tasks: share brand standards, UPC setup, pricing loaded, chain authorization targets, 90-day launch plan, depletion reporting setup, POS calendar, QBR schedule) with owner assignment and (2) Internal employee onboarding checklist (45 tasks across pre-onboarding, week 1, week 2-4, 30/60/90-day milestones covering payroll setup, email/system access, CRM training, territory assignment, first distributor meetings, first account calls, pipeline building, and performance check-ins)

• Sales KPIs & goals dashboard with 20+ metrics across categories: Activity Metrics (account calls per week: 20-40 target, close rate: 40-60% target, follow-up completion: >90%, response time: <4 hours), Results Metrics (volume achievement: 90-110% of quota, revenue attainment, new account acquisition, account retention), Quality Metrics (average deal size, sales cycle length, pipeline coverage ratio: 3-5x quota), and Efficiency Metrics (cost of sale, revenue per rep, time allocation)—each with target ranges, measurement period, tracking method, and benchmarks for good/great performance

• Sales rep expectations checklist with 4 proficiency areas: Admin Items (has current pricing, competitive intel, market data, bonus structure understanding, CRM proficiency—20+ items), Company Knowledge (met key team members, established communication cadence, understands brand story, knows product portfolio), Sales Skills (account segmentation, objection handling, presentation skills, relationship building, negotiation), and Market Expertise (understands distributor dynamics, competitive landscape, retail buying cycles, seasonal patterns)

• BUILD sales process framework teaching 5-stage methodology: Build the Plan (enter every call with intention, define success criteria), Understand the Customer (learn business goals not just product needs, ask about current suppliers), Investigate the Opportunity (dig into budget, decision-making, timelines), Listen & Learn (70% customer talk time, paraphrase back), Drive Action (gain commitment, set follow-up before ending)—includes implementation guide, training session outline, and call planning templates

• Sales process training implementation guide with 3-step rollout: kickoff session teaching BUILD with examples, shared language creation (post in CRM, playbooks, office), and ongoing reinforcement (weekly call reviews, monthly skill sessions, quarterly recalibration)

Perfect For: Brands launching in 2-5 new markets needing territory strategy, sales managers onboarding new reps every quarter, teams of 3-10 salespeople needing consistent processes and KPIs, and operators building scalable sales operations that don't require constant founder involvement.

✨ Build professional sales operations. Plan territories strategically, onboard reps systematically, track the right KPIs, and teach a repeatable sales process. Scale your sales team with confidence.