Ninety for Sales Teams: Turn Meeting Time into Revenue Time

If you want fast, visible ROI from an operating system, start with Sales. It’s the revenue engine, and when you add structure, scorekeeping, and a consistent rhythm, you see impact immediately — and you fund the rest of the rollout. In our recent webinar, Christine Watts (Head of Services at Ninety), Tom Brinson (our Sales Director and Ninety Concierge), and Chris Cocca (President, Strategic Sales Solutions) walked through exactly how to do this, with a client story from TrellisPoint that shows the before/after in real life.

Why start with Sales?

Because Sales is the quickest path to measurable, compounding results. When you cascade your Business Operating System (EOS®, Scaling Up, or the Ninety Way) into Sales first, you improve pipeline discipline, increase activity on leading indicators, and create a shared cadence that the rest of the company can later adopt. That momentum (and the revenue lift) helps fund ops, finance, people—everyone down the line.

What does “good” look like for Sales meetings?

Run a weekly (or bi‑weekly) Sales Level 10 Meeting™ with a tight, repeatable agenda and a fixed 60–90 minute window. Use your Scorecard as an issue finder, keep pipeline review high‑level in the team L10, and push deal‑deep‑dives to 1:1s. Keep velocity high by rating the meeting and holding the team accountable for to‑dos. In Ninety, the structure is automated so you can focus on the discipline.

Quick cues that you’re on the right track:

• Scorecard shows weekly trends on leading indicators
• 90% of to‑dos get to done
• IDS solves the top 3 issues every meeting
• Pipeline review surfaces “where we’re stuck,” not every deal detail
• Headlines share wins and risks whileimproving cross‑team communication

Pro tip: Embed your CRM dashboard directly in the meeting via iframe (HubSpot, Salesforce, Google Sheets) so you’re looking at one source of truth, in one place, in real time.

How did TrellisPoint transform with Ninety?

TrellisPoint started small — just To‑Dos and Issues — then layered on Scorecards, Rocks, Quarterlies, and Annuals. Pipeline reviews moved out of the team L10 and into focused 1:1s, freeing the team meeting for true IDS. Their “aha” came when Headlines created better alignment with other departments (bonus: it even fed content for their newsletters to customers and partners).

If you’re skeptical about weekly L10s, you won’t be for long. Teams routinely move from “Do we really need this?” to “We’re anxious when someone misses.” That’s what happens when meetings consistently produce decisions, not drift.

How do we use Ninety to increase sales velocity & pipeline?

1) Build a Sales‑Focused Scorecard — 5–15 weekly, activity‑based measurables

• Leads by source (referrals, outbound, inbound)
• Meetings booked / Demos held
• Proposals sent
• Opportunities advanced (e.g., moved to Stage 3+)
• Stage conversion rates
• Average deal velocity (days in stage)
• Close rate % and Revenue closed

Use Ninety’s Formula Builder so individual rep metrics roll into the team Scorecard, then into the Leadership Scorecard. When a number is off, drop it down to Issues and IDS it — don’t litigate the number during Scorecard review.

2) Optimize your meeting cadence

Weekly/Bi‑weekly Sales L10 (60–90 min):

• Segue (wins)

1. Scorecard review → flag off‑track items as Issues
2. Headlines (customer/market intel)
3. To‑Dos check‑in
4. Pipeline snapshot (iframe; focus on stuck stages/coverage)
5. IDS (solve the top 3 issues)

• Conclude (rate the meeting; confirm to‑dos and cascading messages)

1:1s (30–45 min):

• Rep Scorecard drill‑down
• Pipeline deep dive and coaching
• Development Rock/skill work
• Issues & To‑Dos review

Protect selling time by keeping Rocks realistic and meeting time sacred. The structure above is simple — and it works.

3) Integrate your sales tools (in the meeting)

• Embed CRM dashboards (HubSpot/Salesforce) in Ninety
• Pull in Google Sheets snapshots for campaigns/coverage
• Use Headlines to cascade wins, risks, and market signals up and across the org

All in one place, shared by all, followed by all.

4) Create feedback loops (IDS®)

Encourage reps to add Issues throughout the week so they show up prepared to solve obstacles, not just report them. Tie Marketing + Sales via shared Scorecard groups (MQL → SQL → Closed‑Won) to surface handoff gaps. In the L10, identify root cause → discuss → solve; then leave with owners and due dates.

5) Build smart sales scorecards

A great Scorecard turns data into decisions. With clear ownership, focused measurables, and a 13-week view, it reveals trends before they become problems. It keeps your sales team aligned, accountable, and moving toward the vision, every week. Example below:

Real talk: Why this works

• Structure and rhythm drive results. A clean agenda + weekly Scorecard + IDS = focus and follow‑through.
• Accountability scales your superpower. To‑Dos, owners, dates — the software helps you inspect what you expect.
• Leading indicators beat lagging regrets. Adjust weekly on inputs, don’t wait for quarterly revenue surprises.
• Keep pipelines high‑level in the team L10. Save the deep dives for 1:1s; team time is for solving patterns.
• Start small, then layer on. Add tools as the team builds muscle memory.

Ready to run Sales on Ninety?

Here’s a 20‑minute launch plan:

1. Create a Sales L10 in Ninety with the agenda above.
2. Add your Scorecard (start with 5–7 weekly measurables).
3. Embed your pipeline dashboard via iframe.
4. Drop in this quarter’s department Rocks with milestones.
5. Book weekly L10 + rep 1:1s for the quarter.

Then watch what happens when your team swaps status for structure.

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