Six Wins Workflow & Playbook: Daily Actions to Drive Revenue

The Six Wins principle is all about turning your daily tasks into tangible, measurable wins that move deals forward. This isn’t just busy work; it’s about actively creating momentum every single day. Here’s the plan: six wins each day that represent genuine progress toward closing deals. Here’s how you make it happen, with a workflow and playbook to keep you on track.

Six Wins: Turning Daily Actions into Revenue Movements

Let’s talk about the Six Wins. It’s a principle that will change how you do business every single day. You’re not just here to make calls, schedule meetings, or enter data. You’re here to win. Six times a day. Each one of those wins should represent a move toward a closed deal.

Here’s the game plan: every time you make progress on a deal, you track it. You define what moved the deal forward. Maybe you set a follow-up meeting, clarified the value proposition, or identified a new decision-maker. Each of these is a win, and if you’re not writing down a win every hour to hour and a half, you’re off track. If your day ends without six clear wins, you haven’t hit the mark. Simple as that.

Think of this like going to the gym. If you walk in and hop from one machine to another with no real plan, you’re just wasting time and energy. You might work up a sweat, but you’re not building anything specific or strategic. You’ll end up with an overbuilt upper body and no leg strength. Vanity over value.

In sales, it’s easy to fall into the trap of vanity tasks—things that make you feel like you’re working. AI-generated emails, CRM check-ins, generic openers. These are not wins. The hard stuff—the calls, the follow-ups, the uncomfortable parts—that’s where the real wins are. Six wins every day. That’s what makes you a closer.

At the end of each day, report these wins to your sales leadership. This isn’t about micromanagement; it’s about accountability. You’re letting your team know what you achieved and giving them insights into what’s moving deals forward. If your “win” for the day is updating the CRM, let’s face it—you didn’t win anything.

Daily wins require focus. You need a clear aim and muscle memory built from repeated action. This isn’t a one-time sprint; it’s an endurance game, a daily grind. Your sales leadership is there to coach you on where to refine and strengthen your focus. By sharing your wins each day, you allow your leadership to lead—to help you improve, sharpen your approach, and boost your numbers.

Here’s a tip: if it’s 1 PM and you’ve only logged two wins, raise your hand and ask for help. Be proactive. Your pipeline is only as strong as your activity, so don’t wait to address what’s holding you back.

Six Wins Workflow

1. Set Up Your Day for Wins
   • Start each morning by identifying six specific actions you’ll aim to accomplish. These are your win checkpoints. They should represent meaningful steps like scheduling a follow-up meeting, clarifying a decision-maker, or advancing the deal by addressing objections.
   • Plan these actions on a 60-90 minute cycle, ensuring you have clear, defined goals for each chunk of your day.
2. Track Progress in Real-Time
   • Each time you achieve one of these actions, log it as a win in your CRM. Document what specific action moved the deal forward, and note any relevant insights.
   • Use this data to keep a pulse on the day’s momentum. If you’re not hitting a win every 60-90 minutes, assess and adjust.
3. Evaluate at Midday and End of Day
   • Midday Checkpoint: Take a moment to review your progress. If you have fewer than three wins by lunchtime, reach out to your sales leader or mentor. Get feedback on where you can refocus or get tactical advice.
   • End-of-Day Report: Log all six wins into your CRM and send a summary to your sales leader. This should include:
     • Company name and deal value.
     • Opportunity quantity (licenses, units, or other measures).
     • Contact title and details.
     • Specific actions that moved the deal forward.
   • Reflect on what went well and where you can improve. Consistency in this review builds muscle memory and sets you up for continuous improvement.

Six Wins Playbook

Step 1: Define Your Wins for the Day

• Criteria for a Win: A win isn’t busy work; it’s any action that moves a deal forward. Examples include:
  • Scheduling a follow-up or next steps meeting.
  • Clarifying the decision-making process or identifying new stakeholders.
  • Receiving a commitment on timing, budget, or a key deal aspect.
• Goal Setting: Every morning, choose six specific actions that can realistically be achieved by the end of the day.

Step 2: Execute with Precision

• Focus on the Hard Tasks: Don’t let yourself get distracted by easy wins like CRM updates or checking emails. True progress comes from hard tasks—making calls, sending follow-ups, negotiating terms.
• Tackle the Uncomfortable First: Prioritize the most challenging activities. If you tend to procrastinate certain tasks, tackle those first. These often yield the most value.
• Incremental Gains Every Hour: Aim to have a new win every 60-90 minutes. This keeps you on a consistent track and prevents wasted time.

Step 3: Real-Time Adjustments

• Midday Course Correction: If you’re falling short, assess what’s holding you back. Check your call list, rethink your approach, and reach out for advice if needed.
• Pro Tip: If it’s 1 PM and you’ve logged only two wins, seek guidance. Ask for help in identifying quick adjustments that can get you back on track.

Step 4: End-of-Day Reporting

• Daily Summary for Leadership:
  • Details to Include: Each win’s impact, company name, deal size, contact information, and specific action taken.
  • Format: Send a concise summary via email or your CRM, whichever keeps it most visible for your sales leader.
  • Reflection: Share insights on what worked, what didn’t, and how you can improve. Keep this feedback loop consistent.

Six Wins Workflow Example

• 9:00 AM: Identify six potential wins and map them out in your CRM or calendar.
• 9:30 AM: First call or email follow-up. Log any response that advances the deal.
• 11:00 AM: Checkpoint. Have you logged one or two wins? Adjust if needed.
• 12:30 PM: Midday review. Assess progress. Need advice? Reach out now.
• 2:30 PM: Checkpoint. Aim for 4-5 wins by this time.
• 4:00 PM: Final push for any remaining wins.
• 4:30 PM: End-of-day report submission.

Why This Matters:

The Six Wins system doesn’t just help you close deals; it keeps you accountable, focused, and forward-moving every day. You’re sharing wins with your sales leader, allowing them to see your progress and guide you to improve. Plus, tracking each day builds confidence and clarity, showing you exactly where deals are and what needs to be done.

Each win counts. And if I can help you hit those wins, you know where to find me.

— Tim