Sales Meeting
Q1 2026 — What's Next?

From waiting for orders to active hunting.
Strategy, processes, tools, action steps.

March 6, 2026 · Petr Polak, CEO

Section 1

Where we
are.

Current numbers, processes, what works and what doesn't.

Where we are

2025 Results — 752M CZK

752M
Total Revenue
+48%
YoY Growth
84M
Profit Before Tax
11.1%
Margin (declining!)

ATM (Parts)

500M

Margin 8.7% declining

ATS (Service)

50M

Margin 30.9% strong

ATI (Defence)

202M

One-time projects risk

Where we are

2026 YTD (Jan–Feb) — behind plan

ATM Revenue YTD

59.2M

Annualized run rate: ~355M CZK
Target: 570–600M CZK
Seasonality — Jan/Feb historically weaker

Win Rates (from HS)

Part Sales43%below 60% goal
MRO/DOA6%critical
ATI/Gov58%OK

Sales Team — Current State

PersonPipelineSegments
Petr (CEO)ATI/GovTemporary owner — wants to delegate
Vratko KapusPart SalesG3X, KAM, OEMs
Jakub DryskaPart SalesMRO spare, legacy KA
Mateusz BlicharzATI/Gov + PL/BalticsPL Gov, PZL Mielec, Defence/ISR
Anna IvlievaPart Sales + GovUA Gov, Aviakon
Magda SevcikovaMRO/DOAMRO services
Alex MudrychPilotStyle, DOAJet concept, pilot schools
Where we are

What's not working

Processes & Tools

🔴
Low HubSpot adoption — deals outdated, missing amount/close date, empty notes
🔴
No SOPs in operation — everyone sells their own way, zero standardization
🟡
Biweekly meetings inefficient — 60 min walking through every deal, no action items
🟡
Nobody uses Cursor — sales team doesn't leverage AI tools, everything manual

Sales Approach

🔴
Passive selling = waiting for orders — no outbound, no hunting, no BD process
🔴
No CSO — CEO runs sales, no capacity for coaching & pipeline mgmt
🟡
Zero lost deal analysis — we don't learn from losses, don't know competition
🟡
Unknown pipeline coverage — no idea if we have 3x target in pipeline
Where we are

Insights from recent sales meetings

Analysis of 19 meetings (Circleback, Jul 2025 – Mar 2026)

Why we lose deals

ReasonFrequency
Customer found direct supplierhigh
Price pressure / supplier cost increaseshigh
Long decision cycles (gov)high
Too many intermediariesmedium
Customer wanted new instead of SVmedium

Current topics from meetings

  • AI system in development — email reading, HS entry, Pohoda quotes, RFQ drafts
  • HubSpot sequences — Jakub testing with 50 contacts, Jan launching
  • Garmin repair policy change — Q2: exchange only, premium +50%
  • Aircraft Industries — 11M CZK overdue, deliveries blocked
  • PilotStyle launch — Pilot Expo success (32 meetings, 16-17k EUR)
  • Boeing partnership — 150k EUR credit approved
Section 2

Where we
want to be.

2026 targets, new sales model, metrics.

Where we're going

Revenue Targets 2026

850–900M
Total Target
570–600M
ATM Parts
65M
ATS Service
200–240M
ATI Defence

Individual Targets — Under Review

Individual revenue targets per person will be set after review with CSO.
E-shop (automated): ~100M CZK · remainder (~500M) to be split across sales team.

WHAT WE ALREADY KNOW

Compensation: 60% revenue + 40% margin — we incentivize profitability, not just volume.

Where we're going

From order-taking to hunting

❌ Old Model

  • Wait for inbound inquiries
  • React, never reach out
  • CRM = dumping ground
  • Meetings = reviewing every deal
  • No outbound, no sequences
  • Cursor? "Never heard of it"

✓ New Model

  • Proactive outreach — sequences, BD
  • Account planning — top 10 per territory
  • CRM = mandatory — no HS deal = doesn't exist
  • Meetings = blockers only — healthy deals don't slow us down
  • AI assistants — RFQ, proposals, intelligence
  • Cursor as a daily tool for the entire sales team

KPIs We Will Track

3×
Pipeline Coverage
>60%
Win Rate (Parts)
100%
CRM Adoption
±15%
Forecast Accuracy
Where we're going

Target Team Structure

New Roles (Q2+ 2026)

RoleChange
CSO / Military SalesNew combo role — pipeline mgmt, coaching, takes over ATI/Gov from CEO
Inside Sales (Simona + Nela)From CS after AI automation — PilotStyle B2C, pilot schools, clients <10k EUR
Defence SalesATI pipeline rebuild, systematic BD process

New Meeting Format

Friday
Every sales rep posts to ClickUp sales channel: top 3 deals + blockers + what you need
Tuesday morning
AI agent identifies stale deals (>14 days) and prepares the agenda
Tuesday meeting
We discuss ONLY blockers & escalations — healthy deals are not reviewed
Section 3

Action
Steps.

What changes starting next week. Concrete steps.

Action Steps

1. Sales SOP — share & get feedback

What is the Sales SOP

  • Operations manual for daily work of the sales team
  • Step-by-step procedures for all 4 pipelines
  • Pricing matrix, routing, quoting, compliance
  • Onboarding checklist for new hires
  • ISO 9001 / QMS alignment

What I need from you

  • Read the SOP — I'll send it after this meeting
  • Flag what doesn't match reality (different process, missing step)
  • Suggest what's missing or what you do differently
  • Deadline: next Tuesday — feedback via ClickUp
  • Then we finalize and go live

Key Changes in the SOP

MANDATORY HS FIELDS

Amount, close date, lost reason — no deal without them

STALE DEAL RULES

30 days no activity = explain, 60 days = Lost or justify

FORECAST METHOD

Each stage = win probability × amount

Action Steps

2. AI Agents & Cursor for Sales

AI Agents in Development

Sales Intelligence Agent
Scans emails, qualifies leads, identifies stale deals, prepares pipeline review agenda
Status: in development · Owner: CEO + IT
Government Proposal Agent
Automates RFQ, pricing calculation, proposal document, HS deal + Drive folder
Status: in development · Owner: CEO
DESPATCH Agent (Dify)
Product queries, pricing, stock check, compatibility — for Inside Sales and CS
Status: live · Owner: IT

Cursor — why you must use it

  • Build prospect lists — scraping, databases, qualification
  • Customize HubSpot sequences — personalized emails per segment
  • Generate HTML proposals — professional, branded, tracked
  • Analyze HS data — pipeline reports, win/loss analysis
  • RFQ automation — draft supplier inquiries
  • Meeting prep — customer timeline summary from HS

GOAL BY Q2

Every sales team member proficient in Cursor basics — sequences, reporting, proposals

Action Steps

3. New Biweekly Meeting Format

Old Format (we're done)

  • 60 min reviewing ALL deals
  • Everyone reports on every deal
  • No preparation — everything ad hoc
  • No action items
  • CEO does everything alone
  • Result: waste of time, zero impact

New Format (starting now)

  • 30 min — max
  • Friday: update in ClickUp channel
  • Tuesday AM: AI agent = auto agenda
  • Meeting: ONLY blockers + escalations
  • Healthy deals = no discussion
  • Result: fast, actionable, measurable

Friday Update — Mandatory Format

📊 [Name] — Friday Sales Update

Top 3 deals:
1. [Customer] — [value] — [stage] — [next step]
2. [Customer] — [value] — [stage] — [next step]
3. [Customer] — [value] — [stage] — [next step]

Blockers: what's slowing me down
Need from team: what I need help with
Action Steps

4. HubSpot Hygiene & Start Hunting

HubSpot — New Rules (effective now)

Mandatory fields on every deal
Amount, currency, close date, owner, stage. Without these = deal doesn't exist.
Lost reason = mandatory
Price / Competition / Timing / Scope / Budget / No decision. Plus competitor if known.
Activity logging
Every call and email logged in HS. BCC to HubSpot on all emails.
Monthly lost deal review
Last Tuesday of each month — what we lost, why, what to change.

Hunting — What Changes

Account planning (quarterly)
Every sales rep: top 10 accounts, current revenue, target, main opportunity, next action.
Outbound sequences
Jakub's test with 50 contacts = starting point. Everyone must have active sequences by Q2.
Trade shows = lead capture
48h into HS, 5 days follow-up, 2 weeks deal. No business cards sitting in a drawer.
Cursor for prospecting
Company lists, qualification, personalized outreach — AI helps.
Action Steps

Roadmap: Q1 → Q3 2026

Now (March)
Sales SOP shared — feedback by next Tuesday. New meeting format starts now.
March–April
HubSpot hygiene — all deals updated. CSO / Defence Sales hiring. Cursor onboarding for sales team.
Q2 (April–June)
CSO takes over pipeline review. AI agents live. Outbound sequences active. Account planning done.
Q3 (July–September)
Sales comp redesign (60% revenue + 40% margin). Forecasting accuracy >85%. CRM adoption 100%.

What's Expected From You Now

1. Read the Sales SOP
I'll send it after this meeting. Feedback = notes on what doesn't match, what's missing, what you do differently.
Deadline: next Tuesday · Where: ClickUp sales channel
2. Update your HS deals
All active deals — amount, close date, stage, notes. Today/tomorrow.
Deadline: Friday · Applies to: everyone
3. Friday update
Starting this Friday — top 3 deals + blockers in ClickUp sales channel.
Deadline: Friday · Format: see slide 14
4. Install Cursor
If you don't have it — download and install. We'll schedule onboarding.
Deadline: end of March

We don't wait for orders.
We go get them.

850M CZK · AI-first · Active selling · Process-driven

Questions? Feedback? Let's go.

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