PER SENIOR SALES · MONTHLY REVENUE DESTINATION
$100,000 / month
Individual revenue ownership · target run-rate by Day 90 · $1.2M annualized per senior at full run-rate
+ 3Each Senior Sales builds and leads a three-person sales team.
Company north star: $5M annual revenue in 2027. Individual revenue attribution and team structure are agreed in the Day 7–14 plan.
THE PARTNERSHIP RULE
KimEcopak owns: Destination, standards, customers, systems, access, tools, authority and support.
Senior Sales owns: Commercial judgment, proposed solutions, team design, customer relationships, profitable revenue and repeatable systems.
90 days = mutual validation of capability, results and conditions to succeed. Not a training program.
01 / The six-engine Sales Journey Map
Follow the customer's journey from trust to first purchase, delivery, reorder and referral. Senior Sales leads the commercial conversion and expansion stages; every engine contributes to revenue.
E1MARKETING
DEMAND
Build trust and capture qualified demand.
Who is KimEcopak? Can I trust you?
Marketing · feeds Sales
E2SALES FRONT
QUALIFY + BRICK
CS qualifies (2a); Senior Sales builds the commercial quote (2b).
Is this right for my business?
Senior Sales · 2b
E3SALES CLOSE
DECISION
Handle objections, guide the decision and secure the order.
Should I buy? Can you deliver?
Senior Sales · owner
E4DELIVERY
ONBOARD + DELIVER
CS and Operations fulfill; Sales protects commitments and relationship.
Did I make the right decision?
CS / Ops · Sales involved
E5REORDER
GROW ACCOUNT
Anticipate reorder timing, cross-sell and expand lifetime value.
What is next for my brand?
Senior Sales · owner
E6EXPANSION
REFERRAL + NURTURE
Activate referrals (6.1), partners and lost-lead learning (6.3).
Who else can benefit?
Senior Sales · 6.1
THE GROWTH LOOPSales evidence from E2–E3 + reorder signals from E5 + referral/lost reasons from E6→Marketing E1 improves content, qualification and conversion→Better demand. Less wasted sales effort. More profitable revenue.
Sales principle: Classify before selling · Diagnose before offering · Help the buyer take one next step · Caring is not carrying · If it happens twice, make it a system.
02 / The five success checkpoints
7
PLAN THE PORTFOLIO
A plan you write yourself is a plan you own.
✓ SUCCESS / KPI DELIVERABLES
- Propose your own 30–60–90 commercial plan
- Propose portfolio allocation and top opportunities
- Propose initial buyer-evidence forecast
- Agree on decision authority: discounts, quotes, delivery and exceptions
- Set individual quota baseline by Day 7–14
- Create your own [FOLDER NAME]
- Confirm that you had learnt & remember the rule on name-formular in all Quotation, Invoice, Email Title & relevant Sales Docs.
↗ SENIOR SALES OWN THE HOW
- Independently assess and select accounts
- Propose the approach and commercial commitments
- Identify required resources and decisions
- Propose team structure and delegation model; identify what only the senior should own
✳ KIMECOPAK PROVIDES
- Nov 2: journey, six engines, pricing, CRM, AI and referral orientation
- Allocate won accounts with reorder potential while preserving continuity
- Provide access and decision authority
Review output: Portfolio proposal · forecast · support requests · decisions needed
14
OWN THE OPPORTUNITY
One owner and one next action means no customer is orphaned.
✓ SUCCESS / KPI DELIVERABLES
- 100% assigned leads classified
- 100% active opportunities have owner and next action
- Each assigned reorder account has owner, next-contact date and status
- Top 5 revenue opportunities prioritized
- First buyer-evidence forecast and individual targets agreed
- Referral app tested; improvement brief delivered to Havi
-
Build your own Lark Base 90-Day To-Do: use Claude Cowork or ChatGPT Cowork to create a your personal action tracker from this updated 7–14–30–60–90 KPI framework and the old Lark Base 90-Day KPI as a reference only. Replace outdated activities; define milestones, tasks, owners, due dates, KPI evidence, status and dependencies. Present your working Base link by Day 14.
↗ SENIOR SALES OWN THE HOW
- Work directly with Jasmine on new, in-process and ongoing leads
- Work directly with Annie on won and reorder customers
- Test the referral app as a first-time customer and as a Sales
- Define how the team of 3 x ENGINE will increase qualified opportunities, conversion and account coverage
- Use Cowork to design and build your own Lark Base execution system; decide the task breakdown and automation yourself
✳ KIMECOPAK PROVIDES
- Jasmine transfers source, need, stage, quote, MOQ, objections, decision-maker and next step
- Annie provides purchase history, order status and reorder timing
- Havi owns app feasibility, tracking and implementation
- Confirm team headcount, recruiting support and operating authority
Review output: No orphaned customers · qualified forecast · referral brief · personal Lark Base 90-day tracker
30
PROVE COMMERCIAL TRACTION
The first commercial wins validate the chosen approach.
✓ SUCCESS / KPI DELIVERABLES
- First agreed revenue milestone achieved
- Qualified pipeline ≥3× next-month quota or approved alternative coverage plan
- Reorder opportunities activated
- Referral baseline and first funnel review completed
- Propose route to $100K/month: account economics, pipeline required and conversion assumptions
↗ SENIOR SALES OWN THE HOW
- Run a buyer-evidence sales strategy and recommend solutions
- Use follow-up cadence as a tool, not a substitute for judgment
- Record lost reasons and clear next steps in CRM
- Select leverage points that lift revenue per hour rather than simply increasing activity
✳ KIMECOPAK PROVIDES
- Make timely decisions on commercial exceptions
- Provide usable CRM and referral data
- Identify a named support owner for pricing, production, CS, AI and app
- Run recruiting and approvals on agreed dates; provide sales enablement access
Review output: Revenue results · decisions · improvements · next commitments
60
PRODUCE & IMPROVE
Repeatable results are more valuable than a lucky month.
✓ SUCCESS / KPI DELIVERABLES
- Revenue on pace against agreed quota
- Forecast error ≤25%
- Measurable reorder and cross-sell contribution
- At least one commercially useful process improvement deployed
- Deliver agreed Day 60 revenue ramp milestone toward $100K/month
↗ SENIOR SALES OWN THE HOW
- Prioritize reorder accounts using delivery date and lead time
- Feed lost-reason patterns to Marketing
- Deploy a practical improvement that saves time or lifts conversion
✳ KIMECOPAK PROVIDES
- Resolve pricing and authority exceptions quickly
- Marketing reviews recurring lost reasons
- Hold weekly 30-minute WIN meetings
- Provide onboarding logistics, systems and hiring decisions for approved team members
Review output: Quota progress · forecast accuracy · reorder contribution · improvements
90
DEMONSTRATE REPEATABILITY
The business should grow without waiting for the founder.
✓ SUCCESS / KPI DELIVERABLES
- Agreed revenue quota achieved
- Forecast error ≤15%
- Approved margin floor maintained
- Repeatable reorder and referral contribution
- Independent portfolio ownership
- Documented operating improvements
- Reach $100,000/month individual revenue run-rate (or documented contract-cycle-adjusted attainment agreed by Day 14)
- Demonstrate revenue per salesperson, team productivity and owner-independent account coverage
↗ SENIOR SALES OWN THE HOW
- Run portfolio and commercial decisions within authority
- Document repeatable operating practices
- Recommend next-quarter growth plan
✳ KIMECOPAK PROVIDES
- Deliver agreed direction, tools, access, authority and support
- Review the two-sided scorecard, not a one-way test
- Agree next-quarter mandate and resources
- Review actual recruiting support, headcount delivery and commercial capacity as part of mutual scorecard
Review output: Repeatable commercial results · mutual scorecard · next-quarter plan
03 / Three connected revenue handovers
ENGINE 2b → 3
Senior Sales × Jasmine
Work directly with Jasmine. Transfer the relationship, not just the CRM row.
- NEW leads: source, need, qualification and contact history
- IN-PROCESS: stage, quote, MOQ, objections, decision-maker and next action
- JASMINE ONGOING: warm introduction, customer commitments, risks and transition date
- One accountable owner and next action per opportunity
ENGINE 5
Senior Sales × Annie (CS)
Work directly with Annie to unlock reorders and expansion.
- Annie provides won-customer list, order history, customer issues and estimated reorder timing
- Sales chooses account priority, contact strategy and commercial proposal
- Plan around required delivery date minus confirmed production/shipping lead time
- Log reorder, upsell, cross-sell and recovery opportunities in the same CRM
ENGINE 6.1
Senior Sales × Referral App × Havi
Test as a customer; recommend revenue-first UX improvements.
- First purchase: discover offer → understand voucher → redeem on eligible packaging order
- After successful purchase: invite customer to refer others
- Record confusion, friction, missing CTAs and conversion barriers
- Sales prioritizes commercial feedback; Havi owns technical build and tracking
D · ALL THREE STREAMS → ENGINE 1
Close the loop with Marketing. Make the next sale easier.
Senior Sales turns real customer conversations into conversion intelligence: winning objections, quote drop-offs, reasons for LOST, reorder demand, voucher friction and referral motivations. Marketing converts these signals into stronger offers, landing pages, proof, email nurturing and better-qualified leads.
Sales bringsTop 3 lost reasons · buyer questions · conversion barriers · customer proof
Marketing ownsMessaging, content, landing pages, lead qualification and nurture improvements
Shared measureLead-to-qualified conversion · quote-to-won conversion · sales effort per won deal
Better marketing means less friction for Sales—not just more leads.
One journey. One owner. One truth. One next action. New leads, in-process deals, reorders and referrals feed one shared CRM. The assigned senior owns the commercial outcome; functional owners support their part.
04 / How we work together
| When | Meeting / action | Expected output | Owner |
|---|---|---|---|
| Nov 2 · Day 1 | Welcome, six-engine journey, success standards, Q&A, access and decision authority | Clear destination, constraints, resources and account allocation starting point | Kim + team |
| Day 7 | Sales presents its own portfolio strategy, revenue plan and support requests | Top accounts, buyer-evidence forecast, proposed quotas and resource decisions | Senior Sales |
| Day 14 | Jasmine / Annie handover verification, referral-app review and personal Lark Base tracker | 100% owned opportunities, qualified forecast, app feedback to Havi, personal Lark Base link | Senior Sales + functional owners |
| Weekly · 30 min | WIN: commitment → actual → change → recommendation → support needed | Decisions and next-period commitments, not activity narration | Each senior |
| Days 30 / 60 / 90 | Commercial performance and two-sided partnership review | Revenue, forecast, margin, expansion, system leverage and support delivery | Both sides |
| Day 7–14 | Senior proposes team-of-three structure and hiring sequence | Three roles, commercial rationale, budget and recruiting ownership | Senior Sales + People Ops |
| Day 30 / 60 / 90 | Team build and revenue leverage checkpoint | Hiring progress, delegation, account coverage, revenue per team member | Senior Sales + KimEcopak |
05 / Individual KPI dictionary
| KPI | Measurement | Success standard | Engine |
|---|---|---|---|
| Revenue | Closed-won revenue / agreed individual quota | On target Day 90 | E3 |
| Qualified pipeline | Qualified opportunity value / next-period quota | ≥3× or approved alternative | E2b · E3 |
| Forecast accuracy | Absolute forecast error / forecast value | ≤25% Day 60 · ≤15% Day 90 | E3 |
| Lead ownership | Assigned records with stage, owner, next action and date | 100% | E1 → E2 |
| Reorder growth | Revenue from assigned existing customers | Agreed account-level target | E5 |
| Referral conversion | Qualified referred leads, orders and revenue | Baseline Day 14 · target Day 30 | E6.1 |
| Margin protection | Deals within approved pricing and margin policy | 100% compliance | E2b · E3 |
| Sales velocity | Time from qualification to closed-won | Baseline, then improve | E2 → E3 |
| Customer experience | Customer commitments delivered as approved | No unauthorized promises | E4 |
| System leverage | Measured improvements that reduce work or increase conversion | ≥1 validated by Day 60 | All |
| Monthly revenue ownership | Closed-won attributed monthly revenue per senior | $100,000/month run-rate by Day 90 | E3 · E5 · E6 |
| 3-person team build | Approved seats filled / 3; role coverage and operating readiness | 3-person team operating by Day 90, subject to documented company hiring commitments | E2b · E3 · E5 · E6 |
| Marketing conversion loop | Sales insight → E1 improvement → measured funnel result | Monthly top-3 friction review with Marketing; at least one implemented conversion test | E1 ↔ E2 · E3 · E5 · E6 |
The 3× pipeline and forecast-error thresholds are proposed standards. Confirm individual quotas and baselines by Day 7–14 using assigned portfolios and actual sales-cycle data. A qualified forecast requires customer evidence, not CRM probability alone.
06 / Two-sided success scorecard
Senior Sales commitment
Own $100K/month revenue run-rate · build and lead a three-person team · commercial judgment · forecast · margin · account ownership · referrals/reorders · scalable sales systems.
KimEcopak commitment
Provide clear destination, customer information, usable tools, decision authority, timely commercial support, approved headcount, recruiting assistance and operational capacity.
07 / Weekly WIN — 10X Revenue & Leverage Lab
30 MINUTES · DECISION ROOM, NOT A REPORT
What is the highest-leverage move we can make this week?
Numbers live in CRM before the meeting. Use the room for judgment, experiments, resource allocation and removing constraints.
01 · OPPORTUNITYWhere is the biggest profitable revenue upside?
One account, segment or deal with a quantified upside.
02 · CONSTRAINTWhat is preventing 10X progress?
The actual bottleneck—not a long activity list.
03 · LEVERAGEWhat can we eliminate, automate or delegate?
Make the three-person team and AI do work that compounds.
04 · EXPERIMENTWhat decision or test will change conversion?
One hypothesis, owner, deadline and success signal.
05 · PARTNERSHIPWhat specific support unlocks the outcome?
Kim/Marketing/CS/Ops provides a decision or resource.
WIN output: 1 high-leverage decision + 1 commercial experiment + 1 removed constraint + accountable owners. Not a status presentation.
08 / Resource library
Preserved from the previous onboarding HTML. These are tools for capable operators, not mandatory junior training assignments. Validate current versions before quoting; the catalog is for visual reference, not authoritative specifications.
Old Lark Base 90-Day KPI · Reference only ↗B2B Sales Roadmap (Flowchart) ↗B2B Sales Roadmap (Mindmap) ↗Product Mindmap ↗Jasmine's B2B Mindmap ↗Customer Pain Points by Industry ↗Email Transcript & Templates ↗Call Script ↗Master Quote ↗Pricing Formula · Request approved access 🔒CRM-GO (Phone / Call / Chat) ↗All Product Catalog (Google Drive) ↗B2B Media Folder (Google Drive) ↗Onboarding Overview Video ↗Lark User Guide ↗CRM-GO: How to Call & Message ↗CRM-GO: Book Calendar Meetings ↗Sales Team Folder ↗B2B Media Folder ↗