Do you know what a good sales management cadence looks like?

As I mentioned when I started this recent series of blogs, I’m spending a few weeks focusing on the cadence for the sales team. So far, I have covered Pipeline Reviews and Deal Reviews. I’m going to cover the following over the next few weeks, as these are, largely, the full set of cadences you should have.

* Weekly Pipeline Review (done!)
* Periodic in-depth Deal Reviews (done!)
* AE weekly 1-1 discussion: largely operational, but don’t forget some developmental support.
* AE monthly (or longer) 1-1 step back: considering career trajectory, key successes, key challenges, …
* Similarly, for BDRs or sales managers or SEs, but with different content
* Call reviewing: spending time going over recorded calls with your team to improve everyone’s performance
* Explicit training: presenting, Discovery, negotiating, product, …
* Team meetings: everyone together? What do you do? How often?

This might seem like a lot, and it is. You need to ensure that the frequency is appropriate. That said, if you are not helping people improve, you’re not helping people. There is very little that a sales manager should be deeply focused on that isn’t (a) deal progress or (b) team progress.