Inline Plastics Playbook v2 JUL-21

Role Practice

Role Practice will go far in helping you and your team improve performance during sales calls in the field. Look for actions and messaging to avoid as well as best practices that can help you greatly improve your game on the field.

If you do not schedule it, it will not happen! As Jack would say: “How often do coaches cancel practice? Model that!”

Role Practice set up

You need at least three people: A - SELLER B - PROSPECT C - OBSERVER/s

S A L E S P L AY B O O K

Purpose: Practice, uncover, and collaborate best sales practices

Execution: 1. Set up purpose and situation 2. Seller presentation (don’t forget – presentation = ask questions and listen!) 3. Observer feedback

C C OBSERVER/s

A SELLER

CONFIDENTIAL INFORMATION – For Internal Use Only

B PROSPECT

Discuss: - What was done well? - What can improve? - What can you use as Best Practice? - What did we learn?