Rollout · 09
90-Day Plan
The default 12-week installation cadence, with alternates for 6-engagement, role-specific, and distributed-team variants.
The default 12-week cadence
- Weeks 1 to 2 · Install. Kickoff, vocabulary install, audit-tool walkthrough. Every rep scores one live deal by Friday of week 2.
- Weeks 3 to 6 · Reps. Weekly deal-review sessions; every rep audits two deals per week. Managers shadow, they don't grade.
- Weeks 7 to 9 · Managers. Manager certification; the coaching surface goes live. Reviews drop toward 10 minutes.
- Weeks 10 to 12 · Operate. The forecast call runs on MIQL category language. Close-out, retrospective, next-quarter cadence set.
Variants · pick the one that fits
- 6-engagement (compressed)
- Same arc in six touchpoints for teams that can't give 12 weeks · install, two rep blocks, manager cert, operate.
- Role-specific
- AEs start at Outcome and Maps; CSMs start at the renewal view; BDRs run a lighter Outcome-and-Maps-only version.
- Distributed team
- Async kickoff video, recorded run-sheets, and a shared board so remote reps audit on their own clock between live sessions.
The only week that matters most
Week 7. If managers don't get certified on coaching the gap, the habit dies and reviews creep back to 45 minutes. Protect manager cert.