Sales coaching for a CRO: a 3-week revenue audit and roll-out plan

The situation

Zenniz is the end-to-end smart tennis system for clubs, coaches and players, used in 30+ countries, with the all-in-one GEN2 and the Lite entry system. Its sales team is committed and ambitious, and it followed goals once a quarter.

The company wanted a clear operating standard for the sales team. That called for three things.

• A target every seller can state, tracked weekly.
• One standard for what counts as a qualified deal and what goes into the forecast.
• A weekly rhythm and a coaching model for the CRO to lead the team with.

CRO Tomi is a very experienced sales leader, and it was great to collaborate with a like-minded peer. The approach was done-with-you and coaching, in hands-on sessions that kept the work timely and effective. The sprint gave Tomi a concrete framework for the roll-out, and what stood out was his exceptional ability to put it into practice: within three weeks of the kick-off, he had taken it into everyday work and was customising it for his team.

What the collaboration contained and why

1. Discovery with the CRO. A full-day working session on leadership, individual performance, pipeline, forecasting and the sales playbook. Why: the gap between how leadership and sellers describe the same process is where the findings are.
2. 1-1 interviews for both EMEA and US sales. Interviews with the sellers in both regions, each ending in a KPI, structure and mindset self-assessment. Why: targets, a good week and leadership needs in the sellers’ own words.
3. Findings sequenced into a 30-60-90 roadmap. Every finding is tied to a concrete deliverable and a horizon. Why: the team knows what starts first, and why.
4. Weekly cadence and structure. Weekly action items for individuals and the team: what is tracked each week, and how meetings and the forecast are led against sales quota. Why: everyone sees where they stand against the month while there is still time to act.
5. A Commit stage the forecast can rely on. Shared criteria for when a deal enters Commit: a verified close date, a named decision maker, an agreed final yes/no, and the call booked in the calendar. Why: the forecast counts only deals with a date and a decision behind them.

What it achieved

• Leadership and sellers share one picture: a committed team with a gap in structure and data, not in mindset.
• Every finding has a roll-out step and a place in a 30-60-90 day plan.
• The CRO has a weekly rhythm, a forecast rule and a coaching focus ready to start.

Audit, September–October 2026.