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Handoff & Onboarding – Deliver What You Sold

Day 17 of 30 · Build Your Sales – 30 Days to More Deals

A strong handoff prevents churn. Align expectations, success criteria, and responsibilities.

Learning goal

  • Create a handoff checklist for sales → delivery.
  • Define success metrics and first milestone.
  • Prevent “scope drift” by documenting assumptions.

Why it matters

  • Bad onboarding is the #1 cause of early churn.
  • Delivery teams need context and constraints, not just a contract.
  • Clear success criteria improves upsell later.

Explanation

Handoff checklist

  • Business goal + impact
  • Stakeholders + decision maker + champion
  • Use cases in-scope / out-of-scope
  • Timeline + first milestone
  • Risks + mitigations
  • Success metrics (adoption, time saved, revenue, risk reduced)

Guided exercise (10–15 min) — Your handoff doc v1

  1. Create a 1-page handoff template with the checklist fields.
  2. Fill it for your most recent closed-won deal.
  3. Send it internally before kickoff.

Independent exercise (5–10 min) — Kickoff agenda

Write a kickoff agenda with 5 bullets: goal, success metrics, responsibilities, timeline, next milestone.

Self-check

  • I have a handoff template.
  • Success metrics are explicit.
  • Scope boundaries are documented.