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Pre-Hire Sales Readiness Checklist
What’s inside:
- The 5 signals that tell you it’s the right time to hire a salesperson
- Questions to ask yourself before posting the job
- The process gaps you need to fill first
- How to set your new hire up for success from day one
Sales Process Builder Worksheet
Set aside two hours and build your documented sales process across five sections:
Identify your top lead sources and what a qualified lead looks like
Write your actual first outreach message and opening ask
Define the five discovery questions you ask in every first meeting
Document your proposal format, pricing structure, and top three objections
Write your closing question and build your follow-up sequence
Build Your Ideal Customer Profile Worksheet
Build a precise ICP across four dimensions — not a description of everyone who could buy, but a picture of who closes fastest, stays longest, and sends referrals:
Score your last ten to twenty customers across three criteria
Define firmographic, situational, psychographic, and buyer role dimensions
Identify the trigger event that precedes your best customer purchases
Write a specific ICP statement that actually excludes someone
Test your ICP for specificity before finalizing it
You wrote the message. You sweated the subject line. You hit send.
Then nothing.
Most Founders writing their own outreach run into the same wall. The messages feel like spam because most outreach IS spam. The few that get answered share three traits: short, specific, never about the sender.
This worksheet gives you the four-part framework that actually gets responses. The same structure works across email, LinkedIn, and phone.
What you get:
The 4-part Outreach Framework with a real example for each section
A fill-in template to build your version in your own voice
A LinkedIn message version, sized for under 300 characters
One rule that will tell you in 10 seconds whether to send the message or rewrite it
Stop sending cold outreach that sounds cold. Start sending messages a Founder will actually open.
B2B Outreach Template
Stop Triggering Objections Before They Start
This guide shows you what the 4 most common objections really mean
What's included:
The hidden meaning behind "It's too expensive" (and how to respond without defending your price)
How to separate timing, budget, and readiness objections with one simple question
Why "Let me think about it" is a soft no heading toward hard no — and how to prevent it
The careful way to handle "We tried this before" without defending your entire category
Space to develop your response to YOUR most common objection
Perfect for: B2B Founders who are tired of hearing the same objections and want systematic responses that build trust instead of triggering arguments.
Objection response Guide
Know Your Numbers Before You Make Your First Sales Hire
This template walks you through the three numbers every B2B Founder must know before hiring a sales rep — calculated from your own deals, in about an hour.
What's included:
A simple ten-deal worksheet to calculate your average deal size — and spot whether you are quietly selling to two different customers
How to find your true average sales cycle length, and why that one number decides whether your first hire looks like a failure or a success at month three
Your conversion rate at each stage, from outreach to first conversation to proposal to close — so you can see exactly where your pipeline leaks
A backward sales-math calculator that turns your three numbers into a weekly activity target for a new rep
Space to build the operating plan you will actually hold a new hire accountable to
Perfect for: B2B Founders at the point of their first sales hire who want to define what "good" looks like before someone else is responsible for delivering it.
Pipeline Tracking Template
The First 90 Days with your new hire
Onboard your first sales hire so they actually succeed — and know within 90 days whether the hire is working.
This template walks you through the three numbers every B2B Founder must know before hiring a sales rep — calculated from your own deals, in about an hour.
What's included:
Walk your new rep into a built system, not a blank page — a complete before-day-one checklist covering your sales process, ideal customer profile, target accounts, CRM, comp plan, and success metrics.
A clear 90-day arc — learn the business, learn the process, own the process — with a defined milestone to hit at 30, 60, and 90 days.
The specific activities for every phase, from shadowing your discovery calls to running their own weekly pipeline review, so "on track" is never a guess.
A month-three decision made on data, not gut feel — the numbers that tell you whether to keep investing or change course.
The one question that separates a bad hire from a bad setup: did they have everything they needed to succeed?
Perfect for: B2B Founders at the point of their first sales hire who want to define what "good" looks like before someone else is responsible for delivering it.
Commission Plan Builder Worksheet
Build your first sales rep's commission plan before you post the job, with math you can defend in the room.
This template walks you through the three numbers every B2B Founder must know before hiring a sales rep, calculated from your own deals, in about an hour.
What's included:
Walk the four-part framework step by step: the base and variable structure, commission tied to gross profit, a quota that passes the two-to-three-times check, and a 90-day ramp.
Get a readiness verdict built into the math: if the numbers do not clear the bar, you are not ready to hire yet, and no commission-only shortcut changes that.
Finish with the Swap-Seats Test: read the offer from the candidate's side and find out whether the rep you actually want would say yes.
Protect the plan with the checklist that keeps good reps: a real base, no caps, no mid-year changes, and every commissionable term defined in writing.
Sales Process Audit Checklist
Find out whether your sales process is actually ready for a hire, before you spend a dollar finding out the hard way.
What is included
Score your process against the five early warning signs that a deal is about to die: an unpredictable close rate, no consistent deal entry, no idea why you lose, a stalled pipeline, and a process that lives only in your head.
Get an honest verdict from your score, from solid foundation to stop and build first, so you know whether a hire has anything to stand on.
Turn every weak spot into one specific next action, with a practical starting move for each sign.
Weekly Pipeline Review Template
The 30-minute weekly review from Video 14. Decisions, not status updates.
Separate real movement from motion. A deal counts as advanced only when it changes stage AND has a confirmed next step with a date.
Surface every stalled deal and capture the reason it is stuck in the buyer's words, not yours.
Leave every review with specific written actions. Who. What. By when. Next week's review grades itself against this list.
Apply the kill test to every lingering deal: if it were not already in your pipeline, would you add it today? If not, clear it and get your forecast honest.
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