Companies with dynamic coaching programs have 28% higher win rates
… But Most Are Too Busy
of sales managers spend less than 5% of their time coaching
Corporate Executive Board
Employees Expect It
of reps will leave an organization if their manager is a poor coach
Sales Training Doesn’t Work
of content from one-time sales training is forgotten within 30 days
What Presales Mastery Provides
The equivalent of 10 hours of coaching per individual per month
Better insight into individual and team performance and improvement using a 90-metric Demo Performance Scorecard
More time for presales and sales leaders to focus on other priorities
Accelerated onboarding and field readiness for new reps
Seasoned reps are more receptive to feedback from 3rd party experts than from their managers: teach old dogs new tricks
Improved employee commitment and engagement from investment in their professional development
Using an online coaching platform, we coach recorded prospect demos to provide feedback on real-world performance.
DETAILED DEMO FEEDBACK
25-40 points of feedback that target opportunities for improvement and suggested best practices
DEMO PERFORMANCE SCORECARD
103 Demo Best Practice metrics to objectively measure each individual’s coaching progress, and compare performance across the team
Insight into meeting management performance from key call metrics
ONE-ON-ONE DEBRIEF CALL
After feedback is reviewed online, a follow-up call is held to dig deeper and explore additional topics
Each individual’s unique needs and skills gaps are addressed over 3-month engagements to reinforce new learning and build sales muscle memory for lasting improvements.
What We Deliver
Increase win rates by 10%+
Turn B & C players into A players
Grow average deal size by 15%
Shorten field readiness time by 30%
Presales Mastery made a huge impact in a short amount of time with my solution engineering team. Kerry put in place a comprehensive system of training and feedback that relied on observing my team in real customer situations, and providing immediate and practical coaching. The results were noticeable in weeks. My team quickly became more effective communicators and our customer engagements were getting better results.
Overall, this was the best investment in time and money we made in getting the team up-skilled for consultative selling.
We have used Presales Mastery to upskill our Presales team multiple times, each with excellent results. The level of depth and breadth of the feedback that Kerry provided for each demo was astounding, bringing an extremely broad set of perspectives and best practices to bear.
We saw immediate improvement with our newer SEs, who were able to much more effectively articulate our value, and take a more proactive role in the overall ownership of the demo presentation. Our more experienced SEs were very receptive to Kerry’s objective expertise, identifying and eliminating any bad habits and benefiting from a fresh perspective to further improve their delivery.
In addition to the coaching, Presales Mastery’s Demo Scorecard, which Kerry customized to align with our sales engagement model, is like the ultimate demo sales playbook, giving our team a cheat sheet into how to deliver at an expert level.
I would highly recommend Presales Mastery if you’re looking to improve your team’s demo performance.
I used Kerry as an individual Presales coach for our Presales Team. We worked with Kerry to come up with custom key observations and coaching points that would be used during the coaching period. Kerry then used his comprehensive coaching platform to observe each individual’s demos and provide extensive feedback on what they could do to make their demos even better. Kerry spent a large amount of time on each person and even created videos to focus the individual on the top three items to focus on. The team responded well to Kerry’s coaching and every person improved over the course of the coaching engagement.
Kerry brought his expertise to the coaching engagements and helped us set up a program where each team member could be successful. I would recommend Kerry to any organization who wants to keep improving their Presales skills.