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Appendix D2 — Negotiation Guardrails
Purpose of This Appendix This appendix defines the non-negotiable guardrails that govern all sales negotiation. Negotiation is not a contest.It is a constraint-alignment process. SalesOps uses guardrails to: protect margin preserve positioning prevent ...
Appendix D3 — Close Readiness Checklists
Purpose of This Appendix This appendix defines objective close readiness criteria. Closing is not a feeling.It is a state of alignment. SalesOps uses close readiness checklists to: prevent premature close attempts avoid stalled “yeses” protect margin a...
Appendix E1 — Pipeline Review Templates
Purpose of This Appendix This appendix defines how pipeline reviews are conducted inside SalesOps. Pipeline reviews are not status meetings.They are system diagnostics. SalesOps uses pipeline reviews to: surface truth identify friction guide coaching ...
Appendix E2 — Coaching Frameworks
Purpose of This Appendix This appendix defines how coaching is structured and delivered inside SalesOps. Coaching is not motivation.It is system-guided improvement. SalesOps uses coaching to: correct patterns improve decision-making increase consistenc...
Appendix E3 — Performance Scorecards
Purpose of This Appendix This appendix defines how sales performance is measured inside SalesOps. Performance scorecards exist to: create clarity guide coaching support accountability reflect system health They do not exist to: rank personalities...
Appendix F1 — SalesOps Maturity Assessment
Purpose of This Appendix This appendix defines how to objectively assess the maturity of a SalesOps system. SalesOps maturity is not measured by: revenue alone headcount tools in use individual star performers It is measured by consistency, predicta...
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 ...
Diagram Inventory & Spec
A) Framework Chapter Diagrams (Units 0–10) Unit 0 (TEMP until finalization) ID Diagram Name Placement Type Answers Must Show SO-FW-001 SalesOps System Map Unit 0 System map “What is the whole ...
PeopleOps Structure & Roles Across Breakpoints
To scale People Operations (PeopleOps) effectively, hiring, roles, and systems must align with key growth breakpoints. Grant Cardone identifies ~7 phases from ~$0–$125M (e.g. ~$0–$3M, $3–$8M, $8–$15M, …), and others highlight critical shifts near $3M, $8M, $15...
People Development Framework by Breakpoint
At each growth breakpoint, Catalyst’s PeopleOps adapts to support clear ownership and merit-driven growth. From day one, founders and managers act as coaches—setting up basic onboarding and feedback (founder 1:1s, team standups) so every hire owns outcomes. As...
The Definitive Operating Dossier: Professional Selling Skills (PSS) Methodology and Execution Strategies
1. The Historical and Theoretical Foundations of Consultative Selling The evolution of modern commerce is inextricably linked to the evolution of the sales conversation. In the mid-20th century, the dominant paradigm was transactional, characterized by the "p...