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
- Create a 1-page handoff template with the checklist fields.
- Fill it for your most recent closed-won deal.
- 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.