THE SHORT ANSWER Our sales training starts with your recorded calls, not theory. Team sit-downs drill one skill per session with live role-play and written commitments. One-on-ones review each rep's own tape against their personal scorecard. Between sessions, the pitch bible grows and the manager installs the rhythm — with named targets on the scoreboard before we start.
Most sales training is sold in a fog — "transformational programs," "proven methodologies," deliberately vague so you can't compare it to anything. We'd rather show you the machine before you buy it. Here's exactly what our training looks like, hour by hour, so you can decide if it's for you — and so you can steal the format even if you never hire us.
It starts with tape, not theory
Before we train anything, we listen. Recorded calls — the wins, the losses, and especially the ones that died at "let me think about it." We're mapping three things: where in the call structure deals actually die, which objections your market throws (they're always more specific than the generic lists), and each rep's individual leak against the five performance numbers. Mike's been reading calls for thirty years — from stock-broking floors to the agency we run — and the first ten minutes of tape usually tell him where the month is leaking. Training built without tape is guessing with a curriculum.
The team sit-down: one skill, drilled, scored
The group session has a fixed anatomy, and it never runs longer than attention does:
- The scoreboard opens. Floor numbers on the wall — no ambush, just daylight. Two minutes.
- One skill, not seven. This session is the price objection. Or the speed-to-lead opener. Or the picture-painting bridge. One page of the bible, taught against real examples from your own tape.
- Live role-play, and it isn't polite. We play your worst prospect of the week. Reps run the skill out loud, get one specific fix, and run it again immediately — because applied feedback is the whole point, and it's also how we spot who's coachable.
- Drill until it's boring. The rep who can deliver the rebuttal while thinking about their next question owns it. Everyone else has homework: fifteen minutes, out loud, in their off hours. Champions drill. Amateurs improvise.
- The commitment closes. Every session ends with each rep's one change, in writing, checked at the next sit-down. Training without reconciliation is entertainment.
The one-on-one: the rep's own numbers, side by side
Group sessions build the shared playbook; one-on-ones fix the individual leak — and every rep's leak is different. The format: thirty minutes, the rep's personal scorecard open, one recorded call reviewed together against the bible. Not a performance review — an autopsy done with them: here's the exact moment the deal wobbled, here's the page that would have held it, run it with me now. Then one drill assignment and one number to move before next time. Reps stop dreading these within two sessions, because it's the first coaching they've had that's about their math instead of their attitude.
A rep can run a rough version of that autopsy on themselves before anyone books a session. The Closer Quiz asks ten questions across the four disciplines we drill — pitch, drilling, follow-up, numbers — and hands back a score out of 20 with the weakest one named. It is no substitute for tape, but it makes the first one-on-one a lot shorter.
Between sessions: where it actually sticks
The sessions are maybe twenty percent of the value. Between them: the pitch bible gets updated with every new objection the floor hears (living document, forever), the manager gets the rhythm installed — daily huddle, drill cadence, call review — so the system survives after we leave, and reps have direct access to us for the "I've got a weird one" messages, which are often where the best bible pages come from. We're not building dependence on us. We're building a floor that trains itself, with our number in its phone.
One-on-one or team sit-downs: which do you need?
Both formats run on the same engine, so it's a scoping question, not a philosophy. Team sit-downs first when the floor lacks a shared playbook — five reps improvising five different pitches need a bible before anyone needs personal coaching. One-on-ones first for solo producers, owner-sellers, and floors where the playbook exists but individual numbers have diverged. Most engagements blend them: weekly sit-downs for the system, biweekly one-on-ones for the leaks. And producers who want the full playbook without us in the room — that's exactly what the Premeditated Sales Academy packages.
The numbers we expect to move, stated up front: every training engagement names its targets before it starts — usually close rate, attach rate, or speed-to-contact, depending on what the tape showed — with an honest timeline: mechanical fixes in weeks, skill fixes over a quarter. If the scoreboard doesn't move, you know our standard: fire us. We watched a firm spend $40K a month on training with no scoreboard attached. That's the entire reason ours comes with one.
What we ask of you, the owner
Training fails from the client side as often as the vendor side, so here's our half of the contract stated plainly. We need protected time — the drill minutes and sit-downs happen even in a busy week, because "we'll train when it slows down" is how floors stay untrained forever. We need the manager in the room — they run the rhythm after we leave, and a manager who skips the training just taught the floor it's optional. We need comp that doesn't contradict the coaching — if we're drilling the attach and the commission plan ignores it, the plan wins. And we need honest patience on the skill fixes: speed and cadence move in weeks, close rates move over a quarter of reps, and anyone who promises otherwise is selling you the seminar high we built this whole model against.
Straight answers
Both work. Call review, role-play, and one-on-ones run clean over video — phone-sales floors especially, since the medium matches the job. In-person sit-downs add value for floor-culture work and launches. Most engagements mix the two.
Depends which number the tape says is capped. Speed and follow-up fixes show in weeks; close-rate and attach work builds over a quarter and then holds, because the drilling made it habit rather than memory. The named-target commitment keeps this honest.
Always — and usually first. The manager runs the rhythm that keeps everything alive after we leave, and the owner sets the comp and scoreboard that make the behavior stick. Training reps under an untrained system is how the seminar high dies by Friday.
