When you have sellers
Inspect a live deal
When you finally have sellers, you inspect work and coach behavior. Goals on one page. Praise and reprimand the behavior, soon, specifically. Then back to the goals.
When you have sellers, you inspect deals. You coach behavior. You do not inspect hope.
Purpose, stage, next step. If they cannot say it in a minute, it is not live.
Economic buyer. Champion. Who is hurt if this slips. Multi-thread or it is a story.
Success criteria they will actually accept. Metrics. Proof. Not the slide you wish they used.
Owner, date, what good looks like on both sides. Equal commitment, or call it early.
If the buyer did not say it, it is not real. A stage click is not confirmation.
Goals on one page. Praise and correct the behavior. Then back to the goals.
1. Goals
One sheet. Read in a minute. Agree what good looks like before the week starts.
2. If they hit it
Praise the behavior, soon, specifically. How you feel about it. Then set the next bar.
3. If they miss
Correct the behavior, soon, specifically. Not the person. Then return to the goals.
Inspection built in rooms Justin ran. We do not stamp a former employer. The cadence credits Ken Blanchard and Spencer Johnson, The One Minute Manager. We use the cadence. We do not sell the title.