You are not expected to know the fifty systems. You are expected to clear one phase at a time. Each phase below says what it is for, what to do, and how you know you are through it. Everything links into the detail, so nothing here is a summary you have to trust.
How to use this
Work top to bottom and ignore everything below the phase you are in. If you are stuck on a phase, that is the thing to raise in your 1:1, not the whole job.
Days 1 to 5 · Get in, and learn the map
The objective is access and orientation. You are not selling yet, and you are not expected to. You are done when you can log a lead and find a business on the map without asking anyone.
0 of 6 cleared
Days 6 to 10 · Your first doors
The objective is reps, not results. Nobody closes in week two and nobody expects you to. You are done when you have set and logged your own FTA without help.
0 of 5 cleared
Weeks 3 and 4 · One clean deal, end to end
The objective is to get a single deal through the machine without a pend. Most pends are self-inflicted, so this phase is about hygiene rather than selling. You are done when one submission clears with no pend.
0 of 5 cleared
Day 30 · The rhythm holds
The objective is consistency, because the activity numbers only work when they repeat. You are done when you have hit the weekly numbers two weeks running without a heroic week to get there.
Every week
Target
Why this number
Cold-route doors
130
Roughly one FTA per 25, so this is what fills the bottom of the funnel.
Snowflake-qualified doors
20
Five minutes of prep each. Converts at roughly one in four, so these carry the week.
Net-new FTAs set and held
10
Two a day, new businesses only. Every FTA set today is a close next week.
Cold calls
125
Twenty-five a day fills the gaps between field stops.
If the numbers are not landing, look at route density before you look at your pitch. A rep driving fifteen minutes between stops loses two to three hours of selling a day, and no amount of script work recovers that.
Day 60 · Own the territory
The objective is to stop working a list and start working an area you know. You are done when you can name your best twenty prospects without opening anything.
Work the second and third pass
Canvassing the same area three times reaches most of it; a single pass only catches whoever happened to be in. Some owners need two to four short stop-ins before trust lands, so the drop-in with a Como one-pager is the work, not a waste of a slot.
Anchor every day on one confirmed FTA
A confirmed appointment in a target area gives the day a shape and the surrounding doors a reason. Build the route around the anchor rather than fitting the anchor into a route.
Use the windows the owners are actually in
Restaurant owners are reachable between rushes, mid-morning and 2 to 4pm. Retail owners are behind the counter most of the day. Stop treating all hours as equivalent.
Know what your own deals pay
Keep it and you hold 100% of SAR and residuals. Hand it off and it is $500 on install with half the residuals and half the SAR. That difference should be shaping which deals you chase. The money
Day 90 · Full motion
The objective is a pipeline that runs without you rebuilding it every week, and a first look at the incentive board. You are done when next week's work already exists on Friday afternoon.
0 of 4 cleared
When you are stuck
Being stuck is the expected state for the first two months. What matters is how fast you get unstuck, so route it rather than sitting on it.
Something broke
Start from the symptom, not the department. The triage list on Today takes what you are seeing and gives you the line and the option to press.
You do not know how to play a business
Answer three questions on the walkthrough and it gives you the track, the pitch, who owns the deal and what it pays.
You half remember a rule
Press / anywhere on this site and type the words you remember. Search covers every rule and heading on every page, not just links.
It is bigger than a rule
Bring the phase you are stuck on to your weekly 1:1, not the whole job. "I cannot clear the clean-submission phase" is a question your DM can answer in five minutes.