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Five standing blocks, each with one name on it and one thing written down at the end. Put them on the calendar before you read the rest of this page.

The working board behind *The Commercial Sales Manager's Weekly Operating Cadence. The guide argues that the cadence is the job. This is the week itself, with the forecast board that sits on top of it.*

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How to use this board. Print a copy and write the week or the quarter on it. Put a name against every block before the first Monday, because a block with no owner is a block that gets moved. Run one copy per week, or one per quarter with the weekly fields repeated. Everything is on the page.

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Set the week before you run it

• Sales manager who owns this cadence:
• Reps on the board this quarter:
• Quarter revenue target:
• Days and times each block sits on the calendar (fill this in now, not later):
• The one number this team organizes around: booked, attended meetings with a named decision maker

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Every block needs a recurring calendar entry and an owner. Without both, a large loss will push it off the week. If you take one thing off this page, take the five calendar invites. The rest of the page is what you do inside them.

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Block 1. Monday standup, 15 minutes

One question, asked of each rep in turn: what booked this week, and what is booking next week.

• [ ] Every rep states meetings booked last week and meetings already on the calendar for this week
• [ ] Every blocker is named out loud with the person who will clear it
• [ ] Reps report booked meetings only, not how they feel about an account

Owner:

Meetings booked across the team last week:

Meetings already on next week's calendar: