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The 30/30/30 Rule for Player-Coaches

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Why This Guide Exists

Early-stage startups love the idea of a “player-coach.”


But in reality, it often turns into:

  • Full-time IC with part-time coaching

  • Full-time manager who still owns the biggest deals

  • Zero time to build the structure your team actually needs


This guide introduces the 30/30/30 Rule, a framework to help first-time sales leaders allocate time across the three areas that actually move the business forward.


What’s the 30/30/30 Rule?

When you're a player coach, your job isn’t just to close…it’s to build the team that can close.The 30/30/30 rule = time spent weekly across three core buckets:


1) 30% on IC Pipeline


  • Running your own calls

  • Building pipeline via outbound

  • Advancing active deals


Why it matters: If you still carry quota, you can’t ignore this. But don’t let it become 80% of your week.


2) 30% on Coaching + Rep Support


  • 1:1s and deal reviews

  • Shadowing and live feedback

  • Helping reps prep or debrief key calls


Why it matters: If your team isn’t improving week to week, you’re doing the work for them, not through them.


3) 30% on Process + Strategy


  • Writing call frameworks

  • Analyzing funnel conversion

  • Scoping new hires or tools


Why it matters: Even a small investment here builds long term leverage. Process creates consistency.


What About the Last 10%?


Leave 10% flexible. That’s your buffer for:

  • Internal meetings

  • Fire drills

  • Hiring tasks

  • Strategic projects


Think of it as your “margin of sanity.” Without it, you’ll constantly feel behind.


Final Thought

Being a player coach doesn’t mean being a hero. It means being intentional with your time…and slowly building yourself out of the IC seat.


About ClosedWon Talent

ClosedWon Talent is a specialized sales recruiting firm that helps growth focused companies hire top GTM talent. We partner with founders, revenue leaders, and investors to build high performing sales teams across SaaS and beyond.


What sets us apart is the ClosedWon Method, a proven recruiting framework built on speed, precision, and transparency. We combine deep industry expertise with a curated candidate network to deliver shortlists of qualified, motivated sales professionals fast. Our team does not just fill roles, we act as embedded partners who understand how to assess selling style, territory experience, and growth potential based on each clients' specific needs.


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