Role-play Automation: Find, Practice, Coach and Manage
1. FIND: Jennifer Jepson, an UltraMobile Sales Rep, finds the ‘How good is the average sales conversation” selling story so she can practice it and get it conversation ready
2. PRACTICE: Jennifer watches the guide story to see what good looks like, then practices it 9 times and shares her best version with Paul, her sales manager
3. COACH: Paul coaches Jennifer’s story, gives her feedback, a four-star rating and approves the story so she knows she is done with the assignment
4. MANAGE: Keith, the SVP of Sales, checks which of his managers are coaching and spot checks sales rep stories – inculding Jennifer’s – to see if the sales team is on message
Integrate best practice story-telling into your everyday selling
PHASE ONE: SharperAx kick-offand implementation:
- Goal planning and kickoff
- Solution overview and setup
- Identify right stories
- Identify right storytellers
- Discuss ‘chapter’ structure
PHASE TWO: Product training & strategy execution:
- Structuring stories with storytellers
- Capturing best practice stories (guides)
- Configuring right ‘chapters’
- Distributing ‘guides’ to sellers
- Training sellers on practicing guide stories
- Training sellers on creating new stories
PHASE THREE: Ongoing strategy and goal achievement:
- Conclude initial deployment and training
- Available to coach story sessions
- Establish regular goal review and planning cycle with your account manager
- Ongoing product updates, best practices, and access to continuing education resources