Readiness framework
A readiness model for consistent seller performance
Draws on capability-model patterns from a senior technical leadership programme, reshaped into four dimensions covering the full sales motion. Industry fluency and a structured read on business value carry over directly — the two disciplines marked below — rather than getting reduced to product knowledge.
Customer
- Discovery
- Buyer understanding
- Business-value articulation
- Industry context
Platform
- Product fluency
- Technical architecture
- Use-case selection
- Competitive positioning
Execution
- Qualification
- Demo and storytelling
- Stakeholder management
- Partner alignment
- Close planning
AI-native
- Research and practice
- Knowledge retrieval
- Coaching
- Follow-up
Readiness path
Operating model
Global standards, local execution
One idea for balancing the two: a single principle running from GTM priority through to pipeline outcome, with regions adapting execution rather than the standard itself.
Set globally
1
GTM priority
Set centrally
2
Readiness
One standard
Adapted locally
3
Capability
AE · AM · SDR
4
Regions
US · EMEA · APAC
5
Coaching
In the field
6
Telemetry
Pipeline impact
Telemetry feeds the next cycle. What it produces: pipeline, revenue and the business value actually delivered, each traced back to the standard that produced it.
Coaching loop
Sellers rehearse the call, then get scored
One way to close the loop rather than build a separate tool: extend the kit's own interview scenario into rehearsal and coaching.
How it could run
- 1The seller talks to the agent, playing a customer stakeholder in a live, adaptive conversation.
- 2The transcript is scored against the readiness framework.
- 3The seller gets specific coaching on the weakest dimension.
Example score
The weakest dimension sets the coaching focus.