Sales Manager Outreach foundations checklist

Improve your team's performance with this Sales Manager Outreach checklist, designed to streamline account setup, boost rep participation, and optimize workflows for efficient pipeline management and accurate forecasting.

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5 days to complete

01. Account setup

These are baseline settings you should enable in your instance. If you will be using Outreach to send email communications or meetings in Outreach:

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Sync your email if you plan to send Outreach communications from your mailbox
Install the Outreach Everywhere plugin if you plan to use Outreach functionality in your inbox
Configure your email signature to personalize emails and improve deliverability if you plan to use Outreach for external communication
Touch base with your Outreach admin to confirm you have necessary leadership profile permissions to see relevant rep and team data
Confirm with your Outreach admin that your Outreach Team accurately reflects the reps that report to you

XDR managers, see how Angela Garinger and her team use Outreach throughout their day to create pipeline.

AE managers, see how sales leader Kevin Bognar uses Outreach throughout his day to help his team close deals.

21 days to complete

02. The basics

These are the foundational concepts to help you get started with Outreach. Complete and integrate these daily rhythms while prospecting to build pipeline and book more meetings.

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Pipeline generation and management

Effectively manage your team’s pipeline and improve rep attainment by using Outreach to:

See how your pipeline is converting to revenue to keep your team aligned with your company’s financial goals
Calculate how much activity each of your reps needs to do per week to hit quota
Review current pipeline to inspect movement over the last week and review your team’s progress towards their quota
See what you can expect to close this sales period to spot risk and course correct before the period closes
Understand deals in your pipeline and review opportunities to see how you’re pacing per your normal win model
See the total revenue across each sales stage to see if reps need pipeline support or help getting deals back on track
Monitor week over week changes in your pipeline to see how much revenue has moved throughout your pipeline and which deals are associated with the changes
Evaluate current period pipeline changes to dig deeper and quickly assess risk
Calculate the amount of pipeline needed to attain quota to confirm you’re on track this sales period or if you need to put more focus on pipeline generating activities
Review Success Plans to help get deals back on track

Preparing for effective 1:1’s

Enable sellers to perform to their full potential by using Outreach to prepare for your next 1:1:

Use AI to optimize deal and pipeline reviews (if applicable) by proactively spotting and identifying risks
Review key activities and engagements within your team’s target accounts in one consolidated view
Leverage an AI assistant to get up to speed quickly on your target accounts and ask questions to dig deeper
Set up saved search alerts to stay informed of rep’s progress and identify coaching opportunities
Evaluate your team’s deal pacing to evaluate how they are tracking towards quota this quarter
Identify deals for pipeline reviews to help reps get back on track
Verify that reps have the coverage they need for the next sales period
Monitor how reps manage their pipeline to assess risk
Compare how reps manage their pipeline against the rest of your team

Coach and improve

Continuously improve your sales organization so every rep sells like your best by using Kaia to:

Track topics and reactions in calls and meetings to quickly understand what topics are trending in buyer and seller conversations
Create Kaia Coach Cards for recurring meetings so you can evaluate and directly provide feedback to reps in real time
Provide timely feedback to reps and identify coaching opportunities using Kaia Coach Cards
Identify which reps are excelling and where additional support is needed to improve buyer conversations and drive desired outcomes

Content and organization

Work with your admin and team to ensure your team's content is in place (and organized!) across the sales cycle – from prospecting to deal management.

Confirm that the following have been created in Outreach:

Snippets to help your sellers personalize their messaging at scale with approved content
Templates for access to frequently used content
Core master sequences to save time
Multi-touch sequences for personalization at scale
Teams and content collections for clear content governance and ease of use
Rulesets to ensure the appropriate safety settings are applied
Schedules to ensure tasks are processed when recipients are likely to be available and responsive

Relevant resources

These courses are optional but provide in-depth how-to’s on Outreach features and functionalities.

Complete the 12-minute Training Your Team course course to learn the basics of adoption and rep enablement in Outreach.
Complete the 9-minute User Management course to learn how to manage users within Outreach.
Complete the 18-minute Content Creation course to learn how to plan, execute, and organize your Outreach content strategy.
Complete the 16-minute Sequence Strategy course to learn the basics of sequences in Outreach.
Complete the 11-minute Teams and Content Collection course to learn how to organize content within Outreach.
Complete the 20-minute Rulesets and Schedules course.

60 days to complete

03. Sales manager workflows

Build on your Outreach proficiency and optimize your instance. Complete and integrate these daily rhythms to help your team create and close more pipeline.

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Sales engagement

Create quality pipeline that converts to revenue and maximize your team's productivity by using Outreach to:

Make sure reps are hitting their meetings target and are on track to hit quota for the sales period
Evaluate if your team is leveraging recommended sequences to drive efficiency and book more meetings with customers
Review email sentiment to help reps improve their outreach
Review team trends for visibility into the performance of your team, how things have changed over time, and how reps compare to one another

Content

Review the performance of your content to maximize your team’s productivity and ensure your message resonate with sellers by using Outreach to:

Identify content that is performing well
Evaluate top performing content by rep to see what’s going well and apply learnings across your team
Surfacing underperforming content to make adjustments

Maximize productivity and success

Use Outreach to maximize you productivity and success by creating Saved Views for:

Success Plans to verify reps are using mutual action plans on qualified deals and uncover insights for at-risk deals
Target accounts to ensure your team is effectively reaching out
Opportunities by sales stage for high level insight into your team’s pipeline

Forecasting

Forecast with confidence and improved accuracy in Outreach by:

Forecast changes and assess the likelihood of hitting your targets using the Scenario Planner
Create a custom scenario when your forecasted changes are not aligned with your goals
Inspect your team’s forecast for accuracy and completeness
Identify and flagging at-risk deals to adjust your forecast or get things back on track
Modify a forecast based on deal assessment for improved accuracy
Submit a forecast with fine-tuned insights for increased confidence