Full SOP document

ABM Touch Rotation SOP

Create consistent account-based outreach without turning the process into spam.

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Owner

Sales

Cadence

10 business days per target account cycle.

Trigger

An account is selected from Dream 100 for active pursuit.

Output Count

3 operating outputs

Inputs

  • Verified account
  • Target role
  • Selected play
  • Email copy
  • Call script
  • Direct-mail asset

Procedure

  • Start with a direct business email focused on ownership of the annual workforce-training process.
  • Call the company and ask who owns the annual training and renewal process.
  • Send a second email with the operating-burden angle and the Executive Workforce Readiness Plan offer.
  • Use LinkedIn or referral introduction only when the target role is reasonably verified.
  • Send direct mail or an in-person leave-behind for high-fit local accounts.
  • Stop, modify or continue based on replies, conversations, referrals and qualified meetings, not on activity volume.

QA Gates

  • Clear opt-out
  • No fake personalization
  • No deceptive subject lines
  • Sender info present

Metrics

  • Touches
  • Conversations
  • Qualified meetings
  • Reply rate
  • Referral paths

Failure Modes

  • Activity without conversations
  • Message leads with CPR
  • No account-specific reason

Outputs

  • Touch log
  • Next action
  • Reply classification