How It Works
How to Go Through the Content
This is not a 30-day sprint. It is a 12–24 month climb. Five levels, 30 training days each, done at a pace you can actually keep while you are out there selling, leading and building. Here is how I would go through it.
Your Rhythm
Two or three training days a week
Do not try to knock out a lesson every day. The goal is not to finish the program. The goal is to get better. Two or three training days a week leaves you room to actually use what you learned before you stack the next thing on top of it.
Every training day, the same four steps
- Watch the video. Short and focused. Watch it when you can actually pay attention, not while you are driving between appointments.
- Read the lesson. The written lesson goes deeper than the video. Take notes on the one or two things that hit you hardest.
- Do the action step. Every day ends with one assignment. Do it. This is where the change actually happens.
- Apply it in the field before you move on. Use it with real customers, your real team or your real business. If it has not shown up in your work yet, you are not ready for the next lesson.
A simple week
Pick your training days and put them on your calendar like an appointment. For example: a lesson early in the week, a second one midweek, and the rest of the week spent applying both. If you have a big week in the field, do one lesson and apply it well. That still counts.
Phase Reviews
Use the reviews. Do not skip them.
Every level is split into four phases, and each phase ends with a review day. That is your checkpoint. When you hit one:
- Pull your real numbers and compare them to your last review.
- Be honest about what you actually applied and what you only read about.
- Pick the one thing that will move your results the most, and focus there next.
- If the last phase did not stick, go back through it. Repeating a phase is not failing. Skipping one usually is.
Moving Up
When to move to the next level
Do not move up because you finished Day 30. Move up when your results say you are ready. Use these checklists. If you can honestly check every box, climb.
Level 01
Ready to leave Six Figure Rep
- You hit your daily activity standard on most working days, consistently, not just in a hot week.
- You know your own ratios (conversation, presentation, close) and can explain where you are strongest and weakest.
- You have a repeatable process from opener to close that works on an average day, not just a great one.
- Newer reps are starting to ask you how you do it, and you can actually teach it.
Level 02
Ready to leave Building Your Team
- You have a written team standard and a weekly rhythm your team follows without you pushing every day.
- You have recruited, onboarded and coached reps who now produce on their own.
- You can spot a rep who is struggling or about to quit early, and you know what to do about it.
- You have identified at least one person on your team who could lead their own team.
Level 03
Ready to leave Million Dollar Leader
- Your managers run their own teams and develop their own people.
- You run your organization on a scorecard and a forecast, not on gut feel.
- Your pay plan and incentives reward the behavior you actually want.
- You could open a new office or market without the core teams slipping.
Level 04
Ready to leave Becoming an Executive
- You can read a P&L and explain what drives profit and cash in your business.
- You can describe your company's strategy on one page, including what you are saying no to.
- You own key partner relationships and can negotiate terms that work for both sides.
- You understand equity and deal terms well enough to have a real plan toward ownership.
Level 05
Running a $100M Sales Org: keep climbing
- There is no graduating from Level 05. This is where owners keep sharpening.
- Your organization runs on an operating rhythm and leaders who do not need you in every decision.
- You have a capital plan and a clear view of what makes your company valuable.
- You are building leaders who will outlast you, and you are giving back to the people coming up behind you.
Live Meetings and New Drops
How the membership keeps you climbing
Monthly live meetings. Once a month we get together live. Bring your scorecard, your wins and the problem you are stuck on. That is where the training turns into coaching. Schedule and format TBD
New content drops. New material gets added every month. Treat drops as fuel for the level you are on, not a reason to jump around. Finish what you started, then go back for anything that fits where you are now.
Staying Consistent
How to actually finish the climb
- Schedule it. If your training days are not on the calendar, they will not happen.
- Do not binge. Five lessons in one night feels productive. One lesson applied for a week is what actually changes your results.
- Never skip the action step. The video and lesson are the information. The action step is the training.
- Get a climbing partner. Go through it with a teammate or someone at the same level and hold each other to it.
- Fell off? Restart at your last phase review. Do not start over from Day 1 and do not quit. Pick it back up where you last measured.
- Go back down when you need to. New leaders lose their own sales habits. New executives forget how to coach. Revisiting a lower level is part of the climb.