Start Acting Like the CEO of Your Territory

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Welcome to Lesson 27 of The Purposeful Performer!

This week begins a new chapter—Learning Path 3: Manage Your Pipeline As If You Are “The Startup,” which will be designated with the blue lesson numbers.

You’re no longer just a seller. You’re a territory CEO.

That’s not a metaphor—it’s a mindset, a model, and a playbook you’ll develop over the next twelve lessons. Starting today, your account list is your startup. Your time is your seed capital. And your pipeline? That’s your pitch deck. When this is done well, you’ll shift from hearing “where are we with that?” to “what do you need to help get it closed?”

Lesson 27 is intentionally light. It’s the first week of Q3 and a holiday week for many of us in the US. But don’t let the simplicity fool you—this shift sets the foundation for everything to come.

In this lesson, you’ll build a Funnel Map using a proven visual system to:

• Audit your active opportunities

• Expose gaps

• Identify bottlenecks

• Choose one bold move to re-ignite momentum

Let’s eliminate pipeline confusion and start operating like a founder with a clear strategy.

Total points up for grabs: 15

You’re not just a seller. You’re the CEO of your own startup. Time to act like it.

The default sales model asks you to push pipeline. The Purposeful Performer model asks you to run it.

That means zooming out, taking full ownership of your inputs, and designing systems that create forward motion—not just motion for motion’s sake.

The best founders know they’ll never have it all figured out. But they take action with eyes wide open. They don’t hide gaps in the funnel—they highlight them.

And they operate with resourcefulness over resources.

This is the mindset we’re stepping into now.

You’re not a quota-hitter. You’re not a meeting-booker. You are a builder of outcomes. The only way to build something that lasts—something that compounds—is to see clearly where you are now.

So that’s what we’ll do.

This week, you’ll create your own strategic pipeline map. Not a dashboard. Not a CRM report. A living, breathing canvas that shows you where deals stand, where energy is stuck, and where breakthroughs are waiting.

You’ll name one bottleneck, claim it, and choose a bold next step—just like a founder would present to their board.

The whiteboard moment that changed the game

I was recently coaching a high-performing seller in a new strategic role who had solid activity, strong accounts, and good ideas—but deals weren’t closing.

He was doing everything right on paper. But revenue wasn’t showing up in reality.

So I asked him to try something different. We didn’t look at Salesforce. We didn’t analyze call stats. We got out a whiteboard.

[⬥Pro Tip: Use the framework in the Mission to visualize your pipeline and challenge my AI clone to coach you through how to drive to revenue in the next 90 days]

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