“We can’t fix or improve what we can’t see.”

Health Meeting — System Governance Review

Health is what sustains it. The conditions and standards that make performance repeatable — your Compass operating system at work.

Health Signals

COS followed

Standards not enforced

Standards slipping

Feedback loops active

Capability decaying

2 of 5 positive · Review signals →

Meeting timer 45 min suggested · Current: Scorecard · 10:00

1 Scorecard 10 min

2 Diagnosis 15 min

3 Capability + Training 10 min

4 Coaching Focus 10 min

Scorecard

Who is hitting quota? How is the composition of the team changing?

68%

Hitting Quota

Above Quota 8 reps · 50%

At Quota 3 reps · 18%

Below Quota 5 reps · 32%

Composition Goal Move 2 reps from Below → At Quota by end of this quarter. Target: 80% at-or-above by next quarter.

Rep Status · Rolling 90-day

Sarah Jensen

West Region

148%

All SAR&I OK

Peer coach →

Thomas Reed

East Region

121%

All SAR&I OK

1:1 notes →

Maria Santos

West Region

102%

Q2 Roadblocks

Academy: Q2 →

James Lou

East Region · 2 qtr below

78%

Q2 AchieveQ2 Impact

Academy: Q2 →

David Herrick

West Region · 3 qtr below

62%

Q2 ImpactQ3 Readiness

Academy: Q2+Q3 →

Advice Quality (HQAA)

↓ 58 ↓4pts

Below threshold for 2 weeks

Composition Trend

↑ 68% +10pts vs 90d

Moving in right direction

Quadrant 3 Production

18 / 24 gap widening

Running below Quadrant 3 target

Composition is the goal. The Health Meeting is not about coaching individuals — it’s about changing what percentage of the team is hitting quota. Every below-quota rep is a composition opportunity, not a personality problem.

Module 1 of 4 · 0:00 elapsed

Diagnosis

What is breaking — and in which Quadrant?

What’s Breaking (from last Performance Meeting)

Production

Not enough Quadrant 3 meetings

Preparation

Deals not ready for Quadrant 3

Change

Decisions stalling post-Quadrant 3

Which Quadrant Is The Cause?

Quadrant 1

Situation unclear in 2 deals

Discovery needs reinforcement

Quadrant 2 · Primary

Weak Impact (3) + Vague Achieve (2)

Assessment not creating urgency

Quadrant 3

Premature Quadrant 3 in 1 deal

Went to showroom too early

Diagnosis: Preparation is the dominant issue (7 of 12), and the primary cause is weak Impact articulation in Quadrant 2. The team knows what the problems are but can’t quantify why it matters. This is a capability gap, not a motivation gap.

Module 2 of 4 · 8:00 elapsed

Capability + Training

Where are our recurring capability gaps — and what training is assigned to close them?

% Weak by SAR&I Component (Team Average)

Situation

18%

↓ 3%

Achieve

42%

↑ 5%

Roadblocks

25%

—

Impact

67%

↑ 12%

Prescriptive Training by Rep

David Herrick

Impact: 80% weak · Achieve: 50% weak

Needs focused coaching on quantifying consequences

▶ Assigned: Q2 Impact Mastery · Cost-of-Inaction Drills 3 videos

James Lou

Achieve: 60% weak · Impact: 50% weak

Goals defined loosely — needs ownership standard

▶ Assigned: Q2 Achieve Ownership · Client Co-Authoring 2 videos

Sarah Jensen

All SAR&I above threshold

Potential peer coach for Impact articulation

✓ Eligible: Peer Coach Certification Invite

Maria Santos

Impact: 55% weak · Roadblocks: 40% weak

Roadblocks are surface-level — needs depth

▶ Assigned: Q2 Roadblock Discovery · Deep Inquiry 2 videos

Focus: Impact articulation is the systemic weakness (67% weak, up 12%). Prescriptive Academy modules are queued per rep — review completion rates at next Health Meeting.

Module 3 of 4 · 16:00 elapsed

Coaching Focus + Standards

What capability and standards must be reinforced in the next cycle?

Coaching Priority

Impact articulation — teach team to quantify cost of inaction. Use Pacific Life as case study: “What happens to the family’s $12M if nothing changes?”

Capability Focus Area

Achieve ownership — goals must be specific, time-bound, and owned by the client. “Protect family wealth” is not an Achieve. Drill this in 1:1s.

Standard to Reinforce

No deal enters Quadrant 3 below HQAA 65. Managers must enforce the readiness threshold. Stop accepting “it’s probably 50/50” as acceptable.

Manager Action Items

1. Run Impact workshop in next team huddle (David + James priority)
2. Review all deals with HQAA < 50 — send back to Quadrant 2
3. Pair Sarah with David for peer coaching on Impact

System improvement: These coaching outputs shape the next cycle’s Performance Meetings and manager behavior.

Module 4 of 4 · 24:00 elapsed