Choose the right progression from observation to rehearsal to live use based on rep readiness and deal risk.
A mid-market rep has never run an executive discovery on a six-figure account, but the meeting is in 48 hours. The wrong sequence can either expose the deal or keep the rep dependent on the manager. Progressive installation The path is: see it, say it, then use it. Skip a step only when evidence shows the rep is ready. The manager reduces risk without stealing ownership. Match practice mode to deal risk and rep readiness. The rep has never seen a strong executive stakeholder ask before. What comes first? The rep has heard the pattern and can describe it. What…
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