FRAMEWORK ACADEMY
AZ MEDIA // SALES TEAM
BUILD THE SKILL.
BUY YOUR FREEDOM.
Make the calls. Study the game. Take coaching seriously. Stack enough disciplined days and your results have no choice but to change.
TEAM PERFORMANCE
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0Team total
—Shows ÷ booked
—Closes ÷ shows
0Team total
YOUR PERFORMANCE
Current month
Meetings booked0
Show rate—
Lost0
In the works0
Closes0
YOUR EARNINGS
Current competition
Private to you and management · Resets September 30
Collected cash$0
Commission paid$0
YOUR MONTH
#—
—
Your position will appear here.
Next TargetTOP 3
Incentive$0
TEAM WINS
Current Momentum
MONTHLY COMPETITION
Leaderboard
#1 · 50%#2 · 30%#3 · 20%
Competition endsSEP 30
Pool · 5% of team-generated revenue$0
Leader pace0 CLOSES
Team closes0
FULL STANDINGSEvery close moves the board.
TOP 3 EARN MONTHLY BONUSESRank
Setter
Closes
Bonus
AZ MEDIA SALES ACADEMY
Training
Master the framework. Diagnose the problem. Help the owner move toward a real solution.
THE STANDARD
Inspect the patient → Diagnose the patient.
You are not chasing a payout or forcing a pitch. Your job is to diagnose a real revenue leak, help the owner understand what it is costing them, and confidently connect them with a solution that can improve their business.
CALLING CODEHuman over robotic.
Questions over pitches.
Framework over script.
Outcomes over AI.
Questions over pitches.
Framework over script.
Outcomes over AI.
01 // WRITTEN CURRICULUM
Core Setter Training
Start with the three required documents, then use the additional written trainings published by management.
01
FOUNDATION TRAINING
The Setter's Mission
Diagnose real business problems, genuinely help owners, and maintain the detached mindset required to develop skill.
OPEN IN NEW TAB ↗DOWNLOAD PDF ↓Close the document tab to return to Sales HQ.
02
CONVERSATION STANDARD
Framework Over Script
Master the route without sounding robotic: listen, acknowledge, adapt, and respond to the person in front of you.
OPEN IN NEW TAB ↗DOWNLOAD PDF ↓Close the document tab to return to Sales HQ.
03
MASTER FIELD GUIDE
Cold Calling Framework / Script
The complete AI receptionist cold-call route: pattern interrupt, problem awareness, discovery, pain quantification, solution paths, qualification, and assumptive booking.
OPEN IN NEW TAB ↗DOWNLOAD PDF ↓Close the document tab to return to Sales HQ.
02 // VIDEO CURRICULUM
Johan's Call Room
Delivery, tonality, live demonstrations, and call breakdowns. Written modules are not repeated here.
SETTER OPERATIONS
Guide
The practical operating steps for dialing, booking, and handing off a qualified opportunity correctly.
WORKFLOW STANDARD
Execute the basics correctly—every time.
Use this guide while working. Open the section you need, follow the process in order, and leave every lead with a clean record the team can act on.
How to Dial
Open GHL.
Confirm you are inside your assigned pipeline.
Make sure you are dialing from one of your two approved phone numbers.
Begin dialing your assigned leads.
Switch between your two approved numbers every 15–20 dials to help protect them from being marked as spam.
Booking a Meeting
AZ Media Booking CalendarKeep the prospect on the phone while completing the booking.
OPEN CALENDLY ↗Open the booking calendar and complete the form while you are still on the call with the prospect.
Before selecting a time, change Calendly to the prospect’s local time zone—the time zone you are calling into.
In the field labeled “Appointment set by:”, enter your own name.
Confirm that the prospect received the confirmation email and ask them to add the meeting to their calendar before ending the call.
Immediately after the call, return to the booked lead in GHL, open the lead’s Notes, and document the qualification details below.
REQUIRED GHL NOTES
Record these details clearly so the account specialist enters the meeting with the right context.
Calls missed per monthAverage job priceEstimated leaked revenueCurrent monthly revenueAny other important context
TEAM CADENCE
Schedule
Team training takes place every Wednesday and Sunday. Session times will be announced.
WEEKLY TEAM TRAININGWednesdayTime · TBD
WEEKLY TEAM TRAININGSundayTime · TBD
PRIVATE COACHING
1-on-1 with Johan
Focused coaching for call reviews, blockers, delivery, and skill development will be available here.
Booking calendar coming soon
JOHAN // MANAGER
Manager
Only the controls needed to operate the team.
MONTHLY CONTROL
Reporting month
Team KPIs are calculated automatically from each setter’s private performance.
TEAM SUMMARY
Live totals
Booked0
No-shows0
Showed0
Closes0
Show rate—
SETTER PERFORMANCE + EARNINGS
Private setter records
SetterBookedNo-showedLostIn worksClosesCollected cashCommission paid
Only Owner and Manager accounts can see or edit every setter’s numbers and earnings. Setters see only their own details. The leaderboard exposes closes only.
APPROVE EMAIL
Add team member
APPROVED EMAILS
Invitation list
TEAM ROSTER
Setter access
Deactivate a setter to hide them from active team views and block future Sales HQ access. Their historical performance stays saved, and you can reactivate them later.
LOOM
Add training video
WRITTEN SETTER TRAINING
Add written training
Published trainings appear in the Training tab for every setter. You and Johan can remove them below.
TEAM CALL