Weeks 6-8: Independent Appointments

Overview

During Weeks 6–8, the sales rep runs all appointments independently. Operations Manager monitors via ServiceTitan pipeline daily and conducts a minimum of 2 unannounced ride-along audits.

Expectations

The rep is fully responsible for:

• Managing their own appointment calendar in ServiceTitan
• Running every appointment from arrival to close without supervision
• Following up on all unclosed estimates within 48 hours
• Logging every customer interaction in ServiceTitan same day
• Staying within Spartan's approved pricing (no unauthorized discounts)

Pipeline Management

By Week 6, the rep should have an active pipeline of leads from their supervised phase. They must:

• Review open estimates in ServiceTitan daily
• Follow up on unclosed estimates per the Follow-Up SOP
• Report pipeline status to Operations Manager in the Monday Morning Meeting

Monday Morning Meeting (Mandatory)

Per Spartan's schedule, the Monday Morning Meeting (7:30 AM) is mandatory for field staff. Sales reps must attend and be prepared to report:

• Appointments from last week: booked, ran, closed
• Pipeline: open estimates, follow-ups pending
• Week ahead: scheduled appointments

Performance Benchmarks (Weeks 6-8)

| Metric | Target |

|--------|--------|

| Close rate | 40%+ |

| Financing presentation rate | 90%+ |

| Follow-up within 48 hrs | 100% of open estimates |

| ServiceTitan documentation | 100% same-day |

Operations Manager Audit

Minimum 2 unannounced ride-alongs during this phase. Nexstar scorecard completed on each. Score below 75% triggers immediate coaching session.

Related SOPs

• Sales Process SOPs (Phase 3)
• 30-Day Assessment & Quota Introduction
• 60-Day Assessment & Pipeline Review