Make your next development conversation useful.
Practical guides for presales leaders, individual contributors and sales partners. Start with the framework, explore the evidence and agree support people can use.
Skill–Will matrix for presales teams: a practical coaching guide
Use Skill–Will to explore presales development, compare relevant observations and agree practical coaching with support and a checkpoint.
Let your Skill–Will matrix change your mind
A first impression becomes useful when a leader can explain its evidence, uncertainty and what would justify a different view.
Sales-partner feedback belongs in presales development
Ask account executives about the presales work they observed, preserve context and turn relevant feedback into a focused coaching conversation.
How to run a 45-minute presales development review
An agenda for discussing three presales development profiles, examining evidence and agreeing coaching support with a useful checkpoint.
Prepare a review offline
Use the free worksheet to organise observations, examine a difference and agree a coaching commitment. It works with a conversation and a sheet of paper.
Open the review worksheet