follow-up-loop-standard-signal.html
A yes on the calendar feels like progress. Then the follow-up runs on each rep's taste. One rep sends a same-day note, another goes silent for a week. The booked meeting cools and the momentum leaks. You do not have a follow-up problem, you have a standard problem. The owner's job is not to send better follow-ups. It is to set one post-yes loop the whole team runs, then inspect it. Make the loop enable the buyer, not chase them. Wire it to a trigger so it fires every time.
Read time: about 5 minutes. First step runnable Monday morning.
Pull your last 30 post-yes handoffs and measure the hours from the yes to the first real touch.
Do it per rep, not as a team average. The spread is the signal. One rep will touch same-day, another will sit for days. That variance is the leak you own, not a coaching note for one person. Most leaders never measure this gap, so the loop stays ad hoc and the momentum keeps leaking.
Start here: export the last 30 deals that reached a yes or a booked next step, with the timestamp of the yes and the first follow-up. You need a CRM export and one afternoon.
Ignore this week: do not write a new follow-up template yet. Measure the gap and the variance first, then set the standard.