Description – Sales reps are given a Target Customer Profile (TCP) with a couple real examples. Now, they need to get out there and find 20 more awesome prospects for your company.
Goals – The rep has a 75% or greater TCP match rate after taking in your feedback.
Experience Level – Beginner
Time to Customize – 2 minutes
Description – Sales reps are given a real company in a mock scenario with 3 fake leads. They need to choose the right lead, pick an outreach medium (email, LinkedIn etc.), and draft an email.
Goals – Before your new rep enters the field, you’ve verified that they’re truly ready to represent your brand, and get results. Their outreach is crisp and enticing.
Experience Level – Beginner – Intermediate
Time to Customize – 10 minutes
Description – Sales Reps are given a real company in a mock scenario with a fake email already ‘sent’. 3 days have gone by, and they haven’t heard back. They must find a way to follow up while creating some level of value – not just a ‘checking in’ note.
Goals – Your rep shows they can bring attention back to the company without annoying people. They utilize this disappointing result (no reply) as an opportunity to actually engage deeper.
Experience Level – Beginner
Time to Customize – 20 minutes
Description – Live chat reps are given a fake chat history, and they need to analyze what the fake company rep did well, and did poorly. An experienced mentor provides additional thoughts, and pokes holes in their analysis.
Goals – Your rep understands proper live chat cadence, and overall goals in common situations.
Experience Level – Beginner
Time to Customize – 30 minutes – 1 hour
Description – Live chat reps try their hand in a fake scenario. Their mentor pretends to be an anonymous site visitor, and they chat back and forth in the Navitome messaging interface. Afterwards, the mentor provides feedback.
Goals – Your rep is more comfortable in a live chat environment, and has direct feedback on their instincts.
Experience Level – Beginner
Time to Customize – 1 minute
Description – Sales reps categorize each company in their (previously drafted) list of 20 new prospects. They need to read recent news, and choose which companies to avoid for now, and which to pursue. Then, they need to explain how they would pursue those companies in a way that effectively prospects their lead-readiness.
Goals – Your rep has a keen eye for which companies to focus on in a given point in time, and knows how to pursue in a way that unravels critical buyer information.
Experience Level – All
Time to Customize – 2 minutes
Description – Sales reps create fake posts, videos, or articles to show how they would use social to keep your company top of mine to their network, in a way that delivers value.
Goals – Your rep has a go-to way to keep their social feeds active that promotes your company in a positive way. They aren’t outright pitching, and they aren’t bothering people. They’re just creating quality content that challenges their network to grow.
Experience Level – All
Time to Customize – 5 minutes
Description – Sales reps are given a fake lead and email history, where they have expressed some level of interest. They need to offer up a demo in an enticing, friendly way.
Goals – Your rep knows when and how to offer demos. They reiterate the core value the lead is intrigued by, and offer the demo without creating a pressured, pushy cadence.
Experience Level – Beginner – Intermediate
Time to Customize – 30 minutes
Description – Sales reps are given a fake lead and fake email history (can be copied from “Getting a Demo”), and need to reschedule a demo time without losing the engagement.
Goals – Your rep knows how to postpone a meeting without dropping the enthusiasm. They are apologetic, but to the point and friendly. They offer up times, and promise to lock them down 100%.
Experience Level – Beginner – Intermediate
Time to Customize – 5 minutes
Description – Sales reps are given a fake lead and fake email history (can be copied from “Getting a Demo”), and need to apologize for totally missing a scheduled meeting! They insulted the lead, and are at risk of losing them.
Goals – Your rep knows how to recover in a bad scenario. They take full responsibility, offer up additional times, reiterate the value quickly, and promise not to miss the next time scheduled.
Experience Level – Beginner – Intermediate
Time to Customize – 5 minutes
Description – Sales reps are given a fake lead and fake call notes. They need to read the scenario correctly, and choose the right CRM stage for the lead following the intro call.
Goals – Your rep knows how to read enthusiasm accurately. They analyze the call notes well, and choose the right CRM field. They do not push the lead too high up out of positivity and enthusiasm – they’re realistic.
Experience Level – Beginner – Intermediate
Time to Customize – 15 minutes
Description – Sales reps are asked, not only to shadow on a call, but find an experienced seller to shadow, help prepare, and discuss how everything went.
Goals – Your rep should feel like they’re the one conducting the call as much as possible. She should be actively engaged at every step and understand the dynamic with the customer and why the experienced rep is doing what he does.
Experience Level – Beginner – Intermediate
Time to Customize – 2 Minutes
Description – Your rep will prepare and take a call with a colleague as if the colleague was a customer. They will be given some guidance on the situation and the colleague will provide some assessment at the end.
Goals – Your rep will have to sell and handle objections like they would with a real customer. They will need to adapt to unknown situations and lock down a reasonable, positive follow-up.
Experience Level – Beginner – Intermediate
Time to Customize – 15 Minutes
Description – Your rep will reflect on a real sales call that just happened with her customer. They’re given a structure to help them think through and improve upon what just happened.
Goals – The seller will think about the positives and negatives of what just happened on the call with the customer. They’ll have to document a plan to adjust and improve.
Experience Level – All
Time to Customize – 5 Minutes
Description – Your reps will be given three common scenarios that lead to sales calls. They’ll be asked to draft an agenda for the call and describe what they want to get out of each step.
Goals – Your rep will improve their skills analyzing a situation, managing time, and prioritizing the potential outcomes of calls.
Experience Level – Beginner
Time to Customize – 5 Minutes
Description – Sales reps are asked, not only to shadow a presentation, but find an experienced seller to shadow, help prepare, take notes, and discuss the follow ups.
Goals – Your rep should feel like they’re the one conducting the presentation as much as possible. She should be actively engaged at every step and understand the dynamic with the customer and why the experienced rep is doing what he does.
Experience Level – Beginner – Intermediate
Time to Customize – 2 Minutes
Description – Your rep is going to read about the background of a situation and prepare a presentation for the next step. They’ll either build off an existing company presentation or build one from scratch. They’ll need to think about the desired outcome in addition to building the actual presentation.
Goals – The rep is going to take information like audience, time, desired outcome, and more to translate that into a presentation that makes sense. In addition to that, they’ll need to work on their actual presentation building skills. This exercises isn’t just for new reps but for experienced reps to adjust to new dynamics, products, roles, etc.
Experience Level – All
Time to Customize – 15 Minutes
Description – Your rep will prepare and give a presentation to a colleague as if the colleague was a customer. They will be given some guidance on the situation and the colleague will provide some assessment at the end.
Goals – Your rep will have to sell and handle objections like they would with a real customer. They will need to adapt to unknown situations and lock down a reasonable, positive follow-up.
Experience Level – Beginner – Intermediate
Time to Customize – 15 Minutes
Description – Your rep will reflect on a real presentation that she did with her customer. They’re given a structure to help them think through and improve upon what just happened.
Goals – The seller will think about the positives and negatives of what just happened preparing for and giving the presentation to the the customer. They’ll have to document a plan to adjust and improve.
Experience Level – All
Time to Customize – 5 Minutes
Description – Sales reps are asked, not only to shadow a demo, but find an experienced seller to shadow, help prepare, take notes, and discuss the follow ups.
Goals – Your rep should feel like they’re the one giving the demo as much as possible. She should be actively engaged at every step and understand the dynamic with the customer and why the experienced rep is doing what he does.
Experience Level – Beginner – Intermediate
Time to Customize – 2 Minutes
Description – Your rep is going to read about the background of a situation and prepare a demo for the next step. They’ll need to think about the desired outcome in addition to building the actual demo.
Goals – The rep is going to take information like audience, time, desired outcome, and more to translate that into a demo that makes sense. In addition to that, they’ll need to work on their actual demo building skills. This exercises isn’t just for new reps but for experienced reps to adjust to new dynamics, products, roles, etc.
Experience Level – All
Time to Customize – 15 Minutes
Description – Your rep will prepare and give a demo to a colleague as if the colleague was a customer. They will be given some guidance on the situation and the colleague will provide some assessment at the end.
Goals – Your rep will have to sell and handle objections like they would with a real customer. They will need to adapt to unknown situations and lock down a reasonable, positive follow-up.
Experience Level – Beginner – Intermediate
Time to Customize – 15 Minutes
Description – Your rep will reflect on a real demo that she did gave to her customer. They’re given a structure to help them think through and improve upon what just happened.
Goals – The seller will think about the positives and negatives of what just happened preparing for and giving the demo to the customer. They’ll have to document a plan to adjust and improve.
Experience Level – All
Time to Customize – 5 Minutes
Description – Your rep will have to take information given to them and come up with a quote for a customer. They’ll have to take into account the customer’s history, size, or anything else that influences your pricing.
Goals – The reps will become comfortable with your company’s pricing and efficient at building quotes. They’ll hit snags before actually doing it for customers. For experienced reps, they can familiarize themselves with new pricing dynamics or products.
Experience Level – All
Time to Customize – 15 Minutes
Description – Your seller will analyze one or more situations where a customer is delaying their payment. The seller will have to come up with an approach to get the customer to pay and a plan for if they don’t pay.
Goals – This exercise will help your seller deal with a common issue in many industries. They’ll develop their skills to tactfully ask for a payment while maintaining their relationship with the customer.
Experience Level – Beginner
Time to Customize – 30 Minutes
Description – Your seller will analyze one or more situations where a customer is pushing back on price. The customer might be a small company, negotiating, or whatever you see in your selling situation frequently.
Goals – This exercise will help your seller deal with a common issue in many industries. They’ll develop their skills to tactfully ask for a payment while maintaining their relationship with the customer.
Experience Level – Beginner
Time to Customize – 30 Minutes
Description – Your seller will get the background on an upcoming proof of concept and have to produce a proof of concept document to align your company and the customer. A mentor will review the document and provide feedback.
Goals – Your seller will get practice preventing common mistakes that can arise in the proof of concept planning stage. She will have to limit the scope and make sure the plan is ready to go.
Experience Level – Intermediate
Time to Customize – 2 Hours
Description – Your seller will get the background on a proof of concept and be asked to provide a plan to limit scope creep, a very common and costly problem with proofs of concept.
Goals – The goal is to develop tactics to keep proofs of concept on track. They will develop skills to limit the proofs to the original, necessary plan.
Experience Level – Intermediate
Time to Customize – 15 Minutes
Description – Your seller will be presented with one or more common support scenarios that they have to deal with at your company. Based on the situation, they’ll need to provide a plan to handle the situation.
Goals – Your seller will get practice doing their part in a support situation. While it’s not their primary job, they can often help the customer by driving things internally and communicating.
Experience Level – All
Time to Customize – 30 Minutes
Description – Just because a client has canceled their account, doesn’t mean that they’re gone forever. This exercise will give your rep a chance practicing follow up with the client. They might be presented with one or more situations.
Goals – The customer will be able to practice either winning the customer over again or understanding why the customer left. They’ll develop their strategic thinking around a common event in industries like software.
Experience Level – Beginner – Intermediate
Time to Customize – 30 Minutes
Description – Your rep will be presented with a number of different existing customers and their situations. They’ll be asked to build a plan for upselling the customer.
Goals – Your rep will get experience analyzing existing customer footprints and situations. They’ll build skills developing plans to get more revenue from the customers.
Experience Level – Beginner – Intermediate
Time to Customize – 30 Minutes
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