Free sample: the Programme Health Check
This is a real module from the playbook, exactly as it appears in Notion, minus the trackers. It's Module 1 of 14: the Programme Health Check. Some teams call them BDRs; everything here works for both.
🩺 Find out what's really broken before you fix anything
New SDR leaders love to launch a new cadence in week one. Don't. If the role has struggled before, the same problems will eat your shiny new process too. Spend your first fortnight diagnosing.
🔍 The five questions to answer first
- What does success look like? Write it as a number you could defend to the CRO. "More pipeline" is not an answer. "40% of new-logo pipeline sourced by SDRs within 12 months" is.
- Where are we today in each area? Score every row in the table below, honestly.
- What has been tried before, and why did it stop? Talk to at least two reps who have left.
- Who has to buy in? List every sales leader whose AEs receive SDR meetings. No buy-in, no programme.
- What's the backup plan? If your main fix slips a quarter, what keeps pipeline flowing?
📊 Score your programme (1 = broken, 5 = excellent)
| Area | What a 5 looks like | Your score | Module |
|---|---|---|---|
| Funnel definitions | Every rep and AE can define a qualified meeting the same way | 2 | |
| Lead speed | Inbound leads touched within minutes, not days | 3 | |
| Handover | AEs accept or reject meetings within an agreed time, with a reason | 4 | |
| Metrics | One dashboard per audience, no vanity stats | 5 | |
| Comp plan | Reps are paid for outcomes the business actually wants | 6 | |
| Rhythm | Weekly reviews happen and actions get closed | 7 | |
| Tooling | Every licence is used, data is clean, nothing overlaps | 8 |
Start with your lowest score. Fixing handover before definitions rarely works, so if two scores tie, go in module order.
Scored low somewhere? Modules 2 to 8 are the fixes
Thirteen more modules, six working trackers (comp calculator, interview scorecard, cadence builder, KPI library, tool scorecard and a 90-day roadmap) and a quarterly scorecard. £49, one payment.
🗓️ Your first 30, 60 and 90 days
Days 1 to 30: listen and measure
- ☐ Shadow three reps for a full day each
- ☐ Sit in on two AE pipeline reviews
- ☐ Pull 12 months of meetings created, accepted and closed
- ☐ Audit every tool licence and when it was last used
- ☐ Write the "what went wrong last time" page
Days 31 to 60: agree the rules
- ☐ Sign off stage definitions with sales leadership (Module 2)
- ☐ Publish lead SLAs and routing order (Module 3)
- ☐ Launch the handover standard (Module 4)
- ☐ Rebuild dashboards for each audience (Module 5)
Days 61 to 90: lock it in
- ☐ Propose the comp change for next period (Module 6)
- ☐ Run the operating rhythm for four straight weeks (Module 7)
- ☐ Share a before and after report with leadership
👀 Current state review checklist
- ☐ Tool usage: who logs in, how often, and what for?
- ☐ Rep feedback: what slows you down most each day?
- ☐ AE feedback: what makes an SDR meeting worth your time?
- ☐ Marketing feedback: which campaigns turn into meetings, region by region?
- ☐ Attrition: why did the last three reps leave?
What the full product adds 🎁
- 🧩 Modules 2 to 14. Funnel definitions, lead flow and SLAs, SDR to AE handover, KPIs and dashboards, comp plan design, operating rhythm, tool stack and data, cadences, hiring and coaching, lead scoring, intent data and ABM, AI in sales development, and territories.
- 🧮 Six working trackers. A comp calculator, an interview scorecard with a hire verdict, a cadence builder with four ready-made cadences, a KPI library, a tool scorecard and a 90-day roadmap board with 21 starter actions.
- 🏗️ The rest of this module. A "lessons from real redesigns" table that matches ten common symptoms to their root cause and the fix that worked.
- 📋 A quarterly scorecard to report progress to leadership on one page.
- ✅ Everything editable. The tick boxes and score column on this page become real Notion to-dos and fields.
Ready to fix what you found?
Thirteen more modules, six working trackers (comp calculator, interview scorecard, cadence builder, KPI library, tool scorecard and a 90-day roadmap) and a quarterly scorecard. £49, one payment.
A free sample of Module 1. The full playbook is a Notion template with 14 modules and 6 working trackers.