RRR Model: Recruit-Retain-Revenue
C.O.A.C.H. (Create, Observe, Assume, Connect, Highlight): Camden Coalition of Healthcare Providers, developed with CHOP PolicyLab for care-coordination coaching.
Business-impact frame for coaching
RRR (Recruit, Retain, Revenue) is a common framework many SaaS companies use to frame business impact: ramp, retention, and deal growth. It is not a Performance Lab invention or a measurement rubric. Use the related Coaching to KPI Integration Template to keep behavior call scores and business KPIs separate.
Purpose
Frame coaching's business relevance across recruitment and ramp, retention, and deal growth. RRR (Recruit, Retain, Revenue) is a common framework many SaaS companies use to frame business impact, not a Performance Lab invention or a measurement rubric.
Training Enrichment
Core Insight
RRR (Recruit, Retain, Revenue) is a business-impact frame, not a measurement tool.
Real-World Challenge
An enablement leader needs to explain why coaching matters across recruitment, retention, and revenue without presenting RRR as a measurement tool.
Actionable Guidance
- 1Use RRR to frame why coaching matters across recruitment, retention, and revenue.
- 2Do not use RRR as a measurement tool or to claim KPI association or results.
- 3Record the coaching focus and action in the ACT Tracker.
- 4Record Ownership Score from 1 to 5 per rep per weekly 1:1, alongside Engagement and Execution.
- 5Measure behavior change through the Verification Loop.
Coaching Prompts
- ?How does RRR frame why coaching matters across recruitment, retention, and revenue?
- ?What behavior are you tracking in the ACT Tracker?
- ?What does the Verification Loop show after remeasurement?
Application Drill(5 minutes)
RRR (Recruit, Retain, Revenue) is a common framework many SaaS companies use to frame business impact, not a Performance Lab invention or a measurement rubric. Use the ACT Tracker, 1:1 scores, and the Verification Loop to measure behavior change.
Success Criteria:
- ✓RRR is identified as a business-impact frame, not a measurement tool.
- ✓Behavior change is measured using the ACT Tracker, 1:1 scores, and the Verification Loop.
Examples
- •Using RRR to frame coaching's relevance to recruitment
- •Using RRR to frame coaching's relevance to retention
- •Using RRR to frame coaching's relevance to revenue
Exercises
- 1Use RRR to frame why coaching matters across recruitment, retention, and revenue.
- 2Do not use RRR as a measurement tool.
- 3Use the ACT Tracker to record coaching activity.
- 4Use 1:1 scores and the Verification Loop to measure behavior change.
Tags
Related Artifacts
Expected Outcomes
- ✓RRR used as a business-impact frame
- ✓RRR distinguished from behavior-change measurement
- ✓Behavior change measured through the ACT Tracker, 1:1 scores, and Verification Loop
- ✓No KPI association or results claims attached to RRR
Content Structure
R1: RECRUIT - Ramp
RECRUIT: Frame why coaching matters to recruitment and ramp. RRR (Recruit, Retain, Revenue) is a common framework many SaaS companies use to frame business impact, not a Performance Lab invention or a measurement rubric.
R2: RETAIN - Retention
RETAIN: Frame why coaching matters to retention. C.O.A.C.H. (Create, Observe, Assume, Connect, Highlight) credit: Camden Coalition of Healthcare Providers, developed with CHOP PolicyLab for care-coordination coaching. RRR (Recruit, Retain, Revenue) is a common framework many SaaS companies use to frame business impact, not a Performance Lab invention or a measurement rubric.
R3: REVENUE - Deal Growth
REVENUE: Frame why coaching matters to revenue and deal growth. RRR (Recruit, Retain, Revenue) is a common framework many SaaS companies use to frame business impact, not a Performance Lab invention or a measurement rubric.
RRR System Integration & Governance
RRR (Recruit, Retain, Revenue) is a common framework many SaaS companies use to frame business impact, not a Performance Lab invention or a measurement rubric. Measure behavior change using the ACT Tracker, 1:1 scores, and the Verification Loop. The Verification Loop uses one behavior, a baseline mean across six calls, remeasurement across the next six calls, and a decision. Do not use RRR to claim KPI association or results.
Authors
Target Audience
Duration
Business-impact framing
Difficulty
advanced
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