How the Sales Velocity OS™ Goes From Framework to Function

When a business begins working with Sales Velocity, we start by installing the Fundamentals – the five foundational elements that bring the Sales Operating System™ to life.

It’s the stage where clarity replaces confusion. Where theory turns into traction. And where leadership finally gets visibility and control over the sales function.

The process runs over five weeks, with two focused hours each week, installing one pillar at a time.

By the end of the programme, your business has a complete Sales OS – live, embedded, and ready to scale.

Why Fundamentals First

Most companies try to fix sales by adding tools, training, or people. But without a solid foundation, every quick fix collapses under pressure.

The Fundamentals stage does the opposite. It installs the non-negotiables – the systems, language, and metrics that make sales predictable.

It’s not about teaching theory. It’s about building infrastructure. You’ll leave with a working operating system, not a folder of slides.

The Rhythm: Two Hours a Week, Five Weeks of Focus

We designed this process to fit around busy leadership teams.

Each session is two hours long, laser-focused, and practical. We build live inside your business – not offsite, not theoretical.

You’ll work directly with our coaches to define, document, and embed the core components of your Sales Velocity OS™:

1. Positioning – Week 1

2. Process – Week 2

3. People – Week 3

4. Performance – Week 4

5. Planning – Week 5

By week six, your Sales Operating System isn’t a concept – it’s installed, operational, and being used daily by your team.

Week 1 – Positioning: Who You Serve and Why You Win

Everything starts with positioning.

If your message isn’t clear, your process won’t matter. We work with you to define your Ideal Client Profile (ICP), clarify your value narrative, and sharpen your offer so that both marketing and sales are speaking the same language.

In this session, we’ll:

• Identify your highest-value customer segments.

• Define their pain points and priorities using data and insight.

• Build clear, simple messaging that your team can use in conversations, proposals, and outreach.

• Document the core problem you solve and the proof that makes it credible.

Outcome:
Your team can articulate your value in one clear sentence – and every prospect hears the same message, no matter who they speak to.

Learn About Positioning

Week 2 – Process: Turning Sales into a Repeatable System

Once the message is clear, we install the sales process – the sequence of actions that take a lead from first contact to signed deal.

We map your buyer journey, define each stage of the pipeline, and embed the process directly into your CRM.

In this session, we’ll:

• Define your pipeline stages and decision milestones.

• Set clear entry and exit criteria for each stage.

• Create a qualification framework (e.g., MEDDIC or SPICED adapted to your context).

• Design playbooks and call guides for each stage of the sale.

Outcome:
Sales stops being personality-driven and becomes system-driven. Every rep knows what to do, when to do it, and how to measure success.

Learn About Process

Week 3 – People: The Right Seats, the Right Rhythm

Sales performance depends on structure. Without clarity on roles, targets, and cadence, even talented teams lose direction.

In week three, we install the People pillar – defining the sales structure, setting expectations, and embedding a rhythm of accountability.

In this session, we’ll:

• Review your current org design and define the future structure.

• Clarify role definitions, compensation, and handoffs between marketing, SDRs, AEs, and account management.

• Introduce a coaching cadence – weekly 1:1s, role practice, and team reviews.

• Build a simple onboarding plan for new hires.

Outcome:
Everyone knows their number, their role, and their development path. Leadership manages through rhythm, not reaction.

Learn About People

Week 4 – Performance: Making Sales Visible and Measurable

If you can’t see it, you can’t lead it.

In week four, we implement Performance – the scorecard, KPIs, and dashboards that make sales transparent and coachable.

This is where leadership starts running sales the same way they run the rest of the business.

In this session, we’ll:

• Build your Sales Scorecard – five leading indicators that drive revenue.

• Integrate metrics into your CRM or BI tools.

• Define your weekly sales meeting rhythm using those numbers.

• Train leaders and reps on how to use the scorecard to identify issues early.

Outcome:
No more “how’s the pipeline looking?” guesswork. You’ll have a real-time view of performance and the ability to course-correct before the quarter ends.

Learn About Performance

Week 5 – Planning: Aligning Sales With Company Rocks

The final week connects sales to the bigger picture.

We integrate your sales rhythm into your company’s planning rhythm – ensuring every Rock, goal, and meeting stays aligned.

In this session, we’ll:

• Translate your annual targets into quarterly and monthly milestones.

• Build your Sales Plan – including targets, KPIs, and accountability owners.

• Design the quarterly planning rhythm for continuous improvement.

• Document how sales feeds into your leadership scorecard and L10 meetings (for EOS-run companies).

Outcome:
Sales becomes a living part of your strategic rhythm – aligned with marketing, operations, and leadership priorities.

Learn About Planning

By Week Five: Your Sales Operating System Is Live

At the end of the Fundamentals phase, you don’t just have documentation – you have a functioning system.

• Your Positioning is clear.

• Your Process is mapped.

• Your People have structure.

• Your Performance is measurable.

• Your Plan is aligned.

The system runs in real time, inside your existing tools and rhythms.

You’ll have scorecards, playbooks, and meeting cadences that make sales predictable, scalable, and coachable.

From Fundamentals to Execution

Once the Fundamentals are installed, we move into Execution Cadence – where system meets skill.

That phase runs over quarterly sprints, combining management tools, team training, and ongoing coaching.

The structure:

Each quarter strengthens the Operating System through rhythm and coaching – reinforcing behaviours until excellence becomes habit.

The goal isn’t just to run sales. It’s to scale sales execution.

Why the Fundamentals Matter

The Fundamentals stage isn’t optional – it’s the anchor that keeps every other improvement steady.

• Without it: you end up with disconnected tools, competing dashboards, and reactive sales management.
• With it: you get a single source of truth that keeps the whole revenue function aligned.

That’s why we start here. No shortcuts. No noise. Just disciplined structure that compounds over time.

What Clients Experience

Clients typically notice three shifts within the first month:

1. Clarity replaces chaos.
   Everyone finally knows what “good” looks like.

2. Meetings gain structure.
   Sales conversations move from anecdotal updates to data-driven reviews.

3. Momentum builds quickly.
   Two hours a week turns into visible, measurable progress that compounds.

Within five weeks, leadership has confidence, reps have direction, and the business has a functioning sales operating system.

EOS Alignment

Many of our clients already run on EOS® – and the Fundamentals align perfectly with that framework.

• The Sales Scorecard integrates seamlessly into L10s.

• Sales Rocks feed into quarterly planning.

• Accountability Charts align with your org structure.

Sales Velocity doesn’t replace EOS – it operationalises it in the sales function. The two systems work hand-in-hand to create clarity from the boardroom to the front line.

From Sales Chaos to Sales Clarity

Most of our clients start with what we call “sales chaos” – well-intentioned activity, unclear ownership, and unpredictable results.

The Fundamentals phase brings Sales Clarity. You get a clear roadmap, installed systems, and a cadence that makes performance consistent.

From there, we move into Compounding Growth – a 4-week execution cadence that drives accountability, coaching, and improvement quarter after quarter.

It’s not consultancy. It’s an operating system that embeds itself inside your business and grows with it.

The Payoff

Installing the Fundamentals gives you:

• A clear sales identity (who you serve, how you win).

• A repeatable process that removes guesswork.

• A structured team that scales with confidence.

• A scorecard rhythm that keeps everyone aligned.

• A planning cycle that connects sales to leadership vision.

In five weeks, your sales function moves from reactive to rhythmic – measurable, coachable, and built for scale.