The operating system
Six Models.
One Operating System.
The digitalCORE operating system is six frames installed into a sales organization: SCOPE plans the year, PROOF qualifies the deal, PLAN preps the meeting, DRIVE runs the week, COACH builds the rep, and GROW grows the account. Every frame has a fixed shape, a named owner, and a place on the calendar.
Every frame has a fixed shape, a named owner, and a place on the calendar. One for the year, the deal, the meeting, the week, the rep, and the account.
The annual revenue foundation
SCOPE sets the table every other frame eats from. Nothing downstream works if this is guessed at.
Listen before you plan. Customers, employees, churned accounts.
The business on one page. The ICP written, with walk-away criteria.
The competitive grid, scored on numbers, fed by win and loss.
The SWOT, the root cause, and the four action questions.
The OGSMT, Sales Velocity, comp plan, outbound playbook, automation map.
If it is not written, it is not real.
The qualification frame
If you cannot fill it in, it is not a deal. It is a name.
What is broken in their business that we fix?
What outcome do they own if this works?
Who signs, who blocks, who champions?
What exactly are we proposing, at what price, by when?
Do we actually solve this. Can we deliver. Do we want this client.
No fit, no meeting. No PROOF, no commit.
The meeting prep standard
PROOF qualifies the deal. PLAN runs the meeting that moves it. If you cannot fill it out, you are not ready.
Why this meeting exists for them, not you.
The three things you must find out before you leave.
The specific commitment you will ask for.
The dated mutual action on the calendar before you walk out.
A meeting without an advance is a conversation.
The weekly one on one
Accountability without interrogation. This is the frame that answers the Tuesday problem.
Top three in the forecast, PROOF status on each.
What slips this week and why.
New pipeline created this week. Dollars and count.
Stage movement, time in stage, deals stuck.
What they committed to last week. Did it happen. What changes this week.
One on ones are for kept commitments. Activity gets logged in the CRM.
The monthly development loop
DRIVE runs performance. COACH builds the rep. Keep them separate or you will get neither.
Observed live or recorded. Scored against a rubric.
The one skill gap that matters most this quarter.
The non-negotiable. Name it directly when it slips.
What the rep will do differently before the next session.
The manager's job. Hold them to the commitment, in writing.
Observe. Identify the gap. Address attitude. Get a commitment. Hold the line.
The account growth loop
The renewal starts the day the contract signs. Underneath the loop sits the account rhythm: reports, touches, events.
What they bought against, and where it stands.
Proof in the client's numbers, in writing they can forward.
The expansion the results have earned. Number and date.
The referral ask, with the evidence on the table.
Renewal is a planned event.
Install
Six frames, one at a time.
SCOPE goes in with leadership in the first six weeks. The other five install across six months, in order, until your managers run them without us.