The instructional decisions, evidence, and next steps.
Build an account story from evidence.
The learner represents Relay, a fictional workflow product. An operations lead reports recurring handoff rework, but the estimate is unverified, the buying process is incomplete, and the current tool may already address part of the problem.
After an opening diagnostic, the learner reviews buyer evidence, decision roles, and product boundaries. A two-anchor planning exercise distinguishes a useful discovery starting point from a public signal or a competitor’s customer list.
Make the recommendation traceable.
Six connected decisions cover incident-based discovery, value validation, buying-process discovery, bounded solution alignment, an overlap objection, and a mutual pilot plan. Later scenes reflect whether earlier choices established the problem or left assumptions unresolved.
The scenario permits a no-sale conclusion when the existing tool is sufficient. Unsupported savings, universal-integration promises, and discounts that avoid the actual objection receive explicit feedback. The goal is judgment that serves the customer as well as the commercial process.
Use frameworks to align practice and transfer.
Backward design starts with a useful buyer follow-up and evaluation plan. An ADDIE planning lens links the proposed performance gap to objectives, practice, and evaluation. Scenario-based practice and explanatory feedback make the consequences of a recommendation visible; a midpoint pause asks learners to integrate the evidence before continuing.
The independent case changes the account and problem. Learners must avoid transferring another buyer’s numbers, inspect existing-tool fit, and propose an evaluation owner, baseline, criteria, and review date. They then draft a follow-up in their own words and compare it with a rubric and annotated model.
Preserve evidence. Target the next attempt.
The record retains first choices even after remediation. Focused rehearsal returns to the missed skill; the transfer task gives criterion-specific correction. The downloadable action plan includes the learner’s written response, self-review, and next application. Writing is not automatically graded, and self-review is not presented as independent validation.
Evaluate commercial skill without inflating ROI.
A proposed pilot would use comparable pre/post discovery role-plays, independently reviewed for evidence quality, problem-to-capability alignment, handling of uncertainty, stakeholder discovery, and mutual next steps. Reviewers would calibrate against a shared rubric and examine the written follow-up, not simply count correct selections.
A delayed role-play with a new account would examine transfer. With consent and appropriate data handling, a sales coach could later review a sample of real discovery notes or calls for the same behaviors. Stage conversion and sales-cycle length may be relevant business indicators, but account mix, pricing, market conditions, and coaching create alternative explanations. Those measures would not establish training impact on their own.
Concept project using fictional inputs. No customer results, product efficacy, learner outcomes, or revenue lift have been measured.
Visual direction and contribution.
The dark evidence-workbench aesthetic uses lime decision cues, cyan boundaries, account diagrams, and document-like evidence cards. It presents sales as investigation rather than a feature tour. My contribution covers performance framing, account and product boundaries, scenario writing, assessment, remediation, visual direction, and iteration, with AI-assisted development.