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Appendix F2 — SalesOps Rollout Checklists

Purpose of This Appendix

This appendix provides practical rollout checklists to support Unit 10 — SalesOps Implementation Roadmap.

SalesOps implementation succeeds when:

  • change is sequenced
  • expectations are clear
  • adoption is enforced
  • leadership models behavior

These checklists exist to ensure nothing critical is skipped.

How These Checklists Are Used

Rollout checklists:

  • support phased implementation
  • guide leadership actions
  • reinforce adoption
  • reduce rework

They are operational supports, not theoretical guidance.

Phase 1 Checklist — Establish Truth

Goal: Create visibility and shared reality.

  • Sales stages are clearly defined
  • Qualification criteria are documented
  • CRM fields align with stages
  • Required data is enforced
  • Existing pipeline is reviewed and cleaned
  • Leadership uses the same reports as the team

Exit Criteria:
Pipeline reflects reality, not optimism.

Phase 2 Checklist — Control Flow

Goal: Prevent leakage and stagnation.

  • Ownership defined at each stage
  • Entry and exit criteria enforced
  • Follow-up rules established
  • Exit conditions documented
  • Pipeline aging thresholds defined
  • Stalled deals are exited or reset

Exit Criteria:
Deals move intentionally or exit cleanly.

Phase 3 Checklist — Enable Clarity

Goal: Improve decision quality.

  • Discovery frameworks adopted
  • Value definition standardized
  • Stakeholder mapping required
  • Proposal structure enforced
  • Objection handling standardized
  • Close readiness criteria introduced

Exit Criteria:
Buyers understand why they are deciding.

Phase 4 Checklist — Strengthen Management

Goal: Shift to proactive leadership.

  • Pipeline review cadence established
  • Coaching frameworks in use
  • Scorecards deployed
  • Forecast methodology defined
  • Leadership coaching discipline adopted

Exit Criteria:
Managers diagnose instead of react.

Phase 5 Checklist — Optimize & Scale

Goal: Enable sustainable growth.

  • Execution models clarified (B2B / B2C / Hybrid)
  • Capacity constraints identified
  • Conversion improvements prioritized
  • Process improvements documented
  • SalesOps integrates with Ops and Finance

Exit Criteria:
Growth occurs without chaos.

Leadership Adoption Checklist (Critical)

SalesOps requires leadership to:

  • Use the system publicly
  • Enforce standards consistently
  • Avoid bypassing structure
  • Model discipline under pressure
  • Protect system integrity

Leadership behavior determines system success.

Common Rollout Failure Signals

SalesOps watches for:

  • tool-first implementation
  • inconsistent enforcement
  • exception creep
  • resistance ignored
  • rushed timelines

When these appear, rollout must slow — not push harder.

What This Appendix Enables

With rollout checklists:

  • implementation stays intentional
  • adoption increases
  • resistance is managed
  • progress is visible

Without them:

  • change fragments
  • confusion spreads
  • systems stall

 

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