Sales Enablement & Performance
FeaturedFrom Methodology to Performance
Turning a B2B sales model into practice, assessment, and field readiness
- Company
- T-Mobile
- My role
- Learning Experience / Performance Design Lead
- Status
- Delivered
- Capability & Performance
- Learning & Capability Transformation
Context
Turning a B2B sales model into practice, assessment, and field readiness.
At a glance
- Company: T-Mobile
- Category: Sales Enablement & Performance
- Role: Learning Experience / Performance Design Lead
The Challenge
A methodology only creates value when sales representatives can apply it in real customer conversations.
My Role
I translated the sales methodology into a performance-based learning architecture using scenarios, structured practice, role plays, observation, feedback, assessment, and field-readiness activities.
The Approach
Learning-to-Performance loop
- Learn
- Prepare
- Practice
- Perform
- Observe
- Feedback
- Apply
Practice architecture — participants practiced
- Prospecting
- Customer research
- Meeting preparation
- Discovery & questioning
- Business challenges & drivers
- Solution presentation
- Objection handling
- Closing
- Expectation setting & next steps
The Solution
The program culminated in an end-to-end application experience with customer-meeting practice, observation, manager feedback, readiness checklists, and action planning.
Visual evidence
Customer Conversation Performance Journey
- 01Take Control
- 02Discover Business Drivers
- 03Acknowledge & Recap
- 04Position the Solution
- 05Handle Objections
- 06Close
- 07Set Expectations & Next Steps
Practice & Feedback Loop
- Scenario
- Perform
- Observe
- Feedback
- Refine
Performance Evidence
The methodology was operationalized through realistic customer scenarios, structured practice, observable sales behaviors, manager feedback, readiness activities, and end-to-end meeting simulations.
What This Demonstrates
- Capability & Performance
- Learning & Capability Transformation