How the Studio Works in Practice

1 Build Personal Commercial Capability

• Explain the commercial case of the business or product.

• Diagnose the value opportunity

• Create Preference for the company’s approach and offering

• Lead the decision process [Commercial Leadership]

2 Prepare for Execution: Get ready for specific meetings, personas and situations

3 Test Execution Quality: Test their execution to the company’s and manager’s standard

4 Contribute to the Standard: Contribute to the “answers” from their own practices and execution

What do our salespeople need to know, say and do? 

To answer this, there are 3 things we do:

1 Answers to  Commercial Executions questions under 4 headings

2 We’ll build your rubrics or scorecards to set standards.

3 We’ll build your Personas and Scenarios. 

Example of high-level questions that are foundational: HERE

Can our salespeople understand and apply the standard set in Step 1?

1 Question-and-answer paths (always comes before practice)

2 Guided practice

3 Live Mic & Scored practice – sets baselines and then benchmarks to aim for.

4 Persona-based Scenarios & Sales Plays

Who is progressing, where are the gaps, and what intervention is required?

-Engagement and completion %s;
-Q & A scores [min 70% threshold that moves to 80%];
-De-brief feedback from practices
-Recorded practice feedback
-Scored feedback
-Sales Play Scores
-Practice Trend scores
-Time-to-Fluency per Module (e.g. Pitches]
-Individual average Vs Team benchmark
-Team Average Vs Team Benchmark

Is the learning improving execution in live commercial situations?

– Recorded Conversation quality – same rubrics apply
– Deal Clinic analysis
– Information gaps
– FIT-VALUE-RISK Diagnosis
– Next-step control – Dated Opportunities Coverage Metric
– Pipeline & Forecast placement

Using the Salesbaly.ai Guided Practice platform, your sales team can rapidly acquire the language, knowledge, understanding, skills and fluency in commercial sales sales execution that experience is incapable of delivering, in the time available.

The Commercial Execution Framework defines what every customer conversation must explain, uncover, influence and move towards a decision. It provides the operating system for onboarding and training: defining the knowledge, questions, answers and standards required to build understanding and fluency, measure progress, and transfer learning into commercial execution.

Time-to-Fluency is a key metric that tells you many practice attempts it takes to reach a benchmark level of fluency in a skill.

A Structured Debrief evaluates an executed customer conversation against defined standards, identifying what worked, what needs improvement, and what the salesperson should practise next.

Benchmark Tracking shows how each individual and the team are performing against a defined fluency standard, making progress, performance gaps and development priorities immediately visible.

Practice can most easily be measured downstream by the number of scheduled meetings being booked. You can then assess conversation quality and more detailed execution criteria, such as the quality of information being gathered.

This is an example of a Month 1 (20 Working Days) Onboarding Path

These are the 4 Master Commercial Execution Paths for practice and fluency development, to certification level.

These are some of the Practice Studios.

This is an example of a Practice screen the users works in.

Your studio generates detailed personas for your business / product that salesperson interacts with during the simulated practices.

The Conversation Analyser can take notes and analyse to s standard, transcripts of recorded meetings and calls.

The Deal Clinic diagnoses opportunities on 3 main criteria: FIT-VALUE-Risk. We build customised “deal scans” for you.

This is an example of a Deal Diagnostic Readout from the Deal Clinic:

Examples of Coaching Preparation Reports for the Manager Per Salesperson:

These are examples of the Feedback the salesperson uses to sharpen their fluency. The scores in the example are out of 10.