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Daily pipeline review

Monday 17 August 2026 · six Active searches · pulled live from Loxo this morning
This is a triage off title, company and stage history. It is not a rubric score. A real score needs a screen and a transcript.
6
Active searches
352
Candidates at Interested or beyond
7
PPR screens booked (6 today, 1 on 8/26)
0
New client portal verdicts since 8/5

Staleness check — has the client spoken since the playbook last moved?

In sync
No playbook exists
Nothing here changed since the last run, so triage proceeded. client-change was not triggered: no client spoke more recently than their playbook moved.

Client portal — what Sheri said

Nothing new

All seven of Sheri's portal verdicts still date from 5 August, 16:10–16:31 UTC. No new Yes, No, Maybe or comment has been left by any client on any search since. Sheri is on vacation until 24 August.

Collision check: clean. No client rejection in this window, so no candidate is walking into a screen that is already dead. Every one of the seven PPR candidates now at Phone Screen has a booking stamped 8/14 or 8/17.

Her comments remain internal. They reference candidates' appearance and age and never travel into a client-facing document.

Power Presentations · Roxy · job 287494

276 in the job · 91 at Interested or beyond · 22 Interested · 7 Phone Screen · 62 Rejected. Rubric PPR-SE v5.1. Sheri back 24 Aug; next written update due Wed 19 Aug.
The sourcing tweak that matters most

Three of the six people Roxy is screening today sell SaaS platforms, and Sheri ruled that out five days ago using one of these exact companies as her example.

Shibumi is the company Sheri named herself. On 8/5 she said Yes to Brad Keckler in the portal and wrote "LRN and Shimbumi are good experiences and could align nicely." He then withdrew at a $155K base. On 8/12 she wrote: "Brad Keckler is in the SaaS space and those individuals make alot of money, so I am not surprised. I had mentioned that individuals with those kinds of tech backgrounds would not be interested in what we sell… they work on very large deals, hence the big paydays."

This is a comp problem, not a character problem, and the playbook already has the fix. The screen order says compensation is the first substantive question. On these three specifically it should be the first two minutes, before the role is described at all. Three of the last four candidates who reached the client came out on money.

Working — say so

The Phone Screen column is clean and the calendar is full. Seven people sit at Phone Screen and every one has a booking stamped 8/14 or 8/17. Nobody is parked there after their slot. That is Olga's 8/5 rule held exactly, and it is the only search of the five where it holds.

Six screens today: Curt Haverlack 9:00 · Linda Thomas 9:25 · Adam DeSimone 11:05 · Rachel Burton 11:30 · Brenda Bravener-Greville 11:55, all ET, plus Brittaney Howard. Andrew Haggen is set for 26 Aug, the week Sheri is back — he named that window himself.

Screen next

Rachel Burton — Business Development Executive, Smart Data, Bradenton FL best fit screening today
Verified on smartdata.net: custom software development and consulting services sold to enterprises across healthcare, manufacturing, insurance, fintech and retail. Intangible, multi-industry, secondary market. Healthcare and manufacturing are both on Sheri's own 8/4 in-list.
The question that decides it: is she selling scoped consulting engagements she sources herself, or filling staff-augmentation and direct-placement orders? Smart Data does both and only the first one counts.
Brenda Bravener-Greville — Sr. Account Executive, Mindtools | Kineo, Boston
Verified on mindtools-kineo.com: workplace learning, leadership development and compliance training sold to enterprise HR and L&D. The training vein, adjacent rather than directly competitive.
The question that decides it: is there a non-compete, and when could she actually start? Sheri's 8/6 caution was specifically that competitor employees "may not be able to work for us because of non-competes."
Jeffrey Hardin and Brian Rothermel — both still at Interested, neither booked 7 days
Named on the playbook's own "work these before sourcing anyone new" list on 8/12, and flagged as on-profile and untouched in the 8/10 sourcing report. Hardin sells NCM Associates' training and leadership programs out of Kansas City, which is target geography and in the experience band. Rothermel sold HR services at UniqueHR and eESI, the Pool 7 archetype. Rothermel actually replied to us on 30 July and has had no screen booked since.
The question that decides it: for both, the earnings number first.
Len Mastrapa, Jr. — US Business Development Director, GGTUDE, Miami
Replied 8/13. One of only two people at Interested with a recorded reply.
The question that decides it: what is he actually selling and to whom — the company is not on any target list and needs a look before a screen is spent.

Out on profile

Greg Ascolese — Corporate Controller, ForwardEdge ASIC. Not a sales role at all. Fails rubric disqualifiers 1 and 2 before profile is even considered. Sitting at Interested.
Joshua W. Wallis — Industry Sales Manager, Coesia (industrial packaging and automation machinery). Physical product, disqualifier 3.
Kenneth Sunata — Partner Sales Manager, Posit (data-science software). SaaS plus a partner-channel seat rather than self-sourced net-new.
Philip Khuu — listed as "Career Sabbatical," company N/A. Nothing to assess; needs a work history pulled from the UI before he occupies a stage.
Marc Schiano — flagged for rejection on 11 August as off-profile on what he sells. Still sitting at Interested six days later.
Willem Boom — SVP Global Sales, Open LMS. An SVP title is well over the 10-to-15-year band and this is a leadership seat, not a carrying one.

Patterns

The Interested column still does not mean what it says

Of the 22 people sitting at Interested, only two have a recorded reply — Brian Rothermel (7/30) and Len Mastrapa (8/13). The other 20 have never responded to anything. This is the same finding as 11 August and it has not moved.

Verified separately, and worth saying because it could have gone the other way: the "8 interested" in Olga's 14 August update to Sheri was accurate. Eight distinct people did reply in that window (Klawitter, Donne, Mastrapa, Goitein, DeSimone, Howard, Thomas, Haggen). The number that reached the client was right. The standing column is the problem, not that send.

Competitor concentration against an unresolved question

Eight of the 29 live candidates work for training firms Sheri competes with — six at FranklinCovey (Charlie Renfro, David Rawson, Michael Steckling, Steven Edwards, Will Camire, Zach Edward), one at LRN, one at Mindtools | Kineo. Sheri has given three different answers on whether competitor employees are in or out, and it is question 1 of the three only she can answer. She is back 24 August. Until then the playbook says source them as a secondary pool, and right now they are close to a third of the live column.

The three names at the top of the playbook have not moved

Mark Panek, Marissa Draheim and Nick Merhaut — the three in-band Big Four sellers, item 1 on the playbook's work-list since 12 August — are all still at Outbound. Sequenced, no reply, five days. A fourth from that group, Nigel Donne, came back and was closed on 13 August as not interested in the responsibilities.

Records to fix — this is the one Sheri can see

Sheri has portal access and is back in eight days. Six records on her board currently misdescribe her own decisions. All six were flagged on 11 August and none has been corrected.

Two more carry no reason at all and are ours, not hers: Sean H. (Cisco) and David Roy (CCS Companies). Also Arbi K. (Gartner) and Maria Gray (Uniti Group).

Eight of 62 PPR rejections carry no reason — 13%, the best of the five searches. The issue is not the rate. It is which eight.

Shmoody · Jem · job 304255 · Higher Ed Account Executive

Published 14 August. 10 candidates, all at Longlist. Nothing in Outbound, nothing at Interested. Rubric SHM-AE v1.1.
Four days to the client's date and no outreach has gone out

Nate is back Friday 21 August and the target in the playbook is 5 to 6 screened candidates in front of him by then. Olga's kickoff email to Jem on 14 August says the same. Three days in, ten names are longlisted and nobody has been contacted.

A screen needs the candidate to reply, book and hold. Working backwards from Friday, outreach on the six good names has to go today.

The vein is right

Four of the ten are EdSights — the company Nate named himself, unprompted, as the place to start: "we'd like to probably interview a couple people that are doing sales for EdSights and learn what they're doing and potentially hire one of them." That is the highest-signal source on the search and Jem went straight to it.

Sort the ten before sending anything

Kyle B. — Senior Account Executive, EdSights, Topeka KS work first
Closing title at the named competitor, secondary market. Clears gates 1 and 2 on the face of it.
Michael Halligan — Account Executive, Ellucian, Columbus OH work first
Ellucian is higher-ed ERP and student information systems. Deep campus buyer fluency.
Sylvia Vandever — Enterprise Account Executive, Gravyty, Las Vegas work first
Higher-ed advancement and engagement software. Enterprise closing seat.
Roy Moulder and Patrick Hertz — Partnership Director / Partnerships Director, EdSights judge the responsibilities
Right company, but partnerships is not automatically a quota-carrying, self-sourcing seat. The playbook says higher-ed sellers hide behind Partner Success, Regional Director and Campus Director titles, and that a strange title is a reason to dig, not to clear.
Decides it: did you carry a closing number, and did you source that pipeline yourself?
Sean Taylor — Senior Business Development Representative, EdSights gate 2 risk
A career BDR who has never carried a closing number fails gate 2 at the resume stage. Worth one question before spending the outreach.
Lindsey Vyoral Miller (Gartner, Chicago) · Brandon Barry (Napster Corp) · Tanner Large (Finta, Pittsburgh) off gate 1
None sells into colleges and universities. Higher-ed sales experience is gate 1 and Nate wrote it as a requirement. Gartner also carries the renewals caution.
Joe Copeland — Account Executive, AI OWL, Columbus OH unverified
Could not confirm what AI OWL sells or whether it sells into higher ed. Not placed in either bucket until that is checked.

SNL · Roxy · job 34257 · Sunlight Energy Group

754 in the job · 119 at Interested or beyond · 9 Interested · 2 Submitted · 2 Interviewing · 1 Assessment · 104 Rejected. Rubric SNL-SE v4.3.
A client meeting is probably tomorrow morning

Calendar could not be read in this run — the Google Calendar tool was not authorised, so the next-meeting date is inferred rather than verified. The Fyxer meeting-prep emails show a recurring "Sales Recruiting Update," Tuesdays 10:00am, with Jim Mumm and Tommy Chen (28 July, 11 August). If it holds, the next one is Tuesday 18 August, roughly 24 hours out. Worth confirming by eye.

What Tommy owes us, and what we owe him — as of his 14 August replies
The record that would embarrass her

Roger Flores still sits at Placed. He resigned on 23 July, Olga closed the fee on 10 August and reaffirmed it on 11 August, and the Loxo record still shows the search's only placement as live. His current title on the record reads "Vice President, Board of Directors, Cedar Ridge One HOA" — not the Sunlight seat. If a client meeting is tomorrow and Jim opens the board, that is the first thing he sees.

Screen next

Steve Daer, CEP — Director, Strategic Accounts, Priority Power, Canonsburg PA
Commercial energy procurement advisory, in territory. The vein the 10 August report showed rising from 12% to 38%.
Decides it: is his book business owners and facility decision-makers won head-to-head on price, or utility-side and consultative?
Mike Freedman — Senior Energy Advisor, Priority Power, West Henrietta NY. In territory, same shop, same question.
Andy Sunday · Jake Krahe — NRG Energy, both Pittsburgh, both in territory.
Retail energy, which is a client question under disqualifier 4 rather than a rule — and retail energy is not retail solar. Three NRG people are sitting at Interested and the question has never been put to Tommy.
Decides it: one line to Tommy covering all three, not three separate screens.
Dawson Booth (Toledo OH) · Mike Boshart (Boston) · William Lee (Stratford CT) out of territory
Territory is MD, PA, NJ, NY and DC. Four of the nine Interested records are outside it — William Lee is in there twice under two spellings.
Records to fix

Acton Academy West Austin · three searches

Spark Studio (Keren, 288432) · Elementary (Keren, 288435) · Launch Pad (Jem, 288427). Rubrics v2.0, weights frozen until the client calibrates. The 75 send bar is off for Acton by Olga's 10 August call.
The loop is open on the return side. It has now been 17 days.

Joey Bynum's last reply to any Revenue Hire email is 31 July — "Do you have Dorianne's resume?" Since then: Mileza's direct follow-up of 11 August asking about six named candidates went unanswered, and two more packages were sent into that silence on 12 and 13 August (Osmara Belem Badillo, Olivia Hawthorne). Eight candidates now sit at Submitted to Client across the three searches with zero verdicts back.

Sending a ninth package does not unblock this. One scheduled call does. Nothing else on these three searches can be triaged usefully until the client calibrates, which is the reason the weights are frozen.

Spark Studio — seven at Phone Screen, five of them stale

Olga's rule of 5 August: nobody lives at Phone Screen once their slot has passed. On Spark, five of seven have markers older than a week.

Angela Thomas and Ruby Rose Jerkic (both 11 August) are the only two that read correctly. Each of the five needs to move to Assessment, Submitted or Rejected today, or back to Interested if the screen never held.

Rejection reasons — the two Keren owns

Elementary: 17 of 19 rejections have no reason (89%). Spark: 19 of 24 (79%). Launch Pad, by contrast, runs 12 of 58 (21%), so the practice exists in the team and is not reaching these two boards. When Joey does calibrate, the rejection log is the evidence of what we screened out on his behalf, and right now most of it is blank.

Launch Pad — worth noting

Rhasaan Smith moved to Phone Screen this morning (marker 09:53). Aashima Grover (43%) and John Rodríguez (57%) sit at Assessment, both scored honestly below bar and both surfaced by Jem with a reason for a second look — which is the right behaviour under the relaxed send decision. Compensation is doing the killing here: Eliana De La Garza is at $98K against a $60K seat, John Rodríguez the same. Six of 58 Launch Pad rejections are "Outside compensation range" and four more are commute distance. That is a role-and-comp signal for Olga and Joey, not a sourcing correction for Jem.

Hollow records

Candidates at Interested or beyond with no title, no company and no LinkedIn on file. They cannot be triaged and they inflate the apparent size of every pipeline.

On PPR a large share of these are known to be readable in the Loxo web UI and blank only over the API — Andrew Haggen, Jeffrey Hardin and Brian Rothermel are all in this group and all have full work histories. Treat the count as a tooling artefact on PPR and as a real data gap on Acton Elementary, where the records were built by hand.