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A sales program forteams facing
Do your account managers sell the new range on the same terms?
Usually not, and you find out when the listings and promo spend come back. This program aligns what your teams agree to with buyers, in four one-hour team sessions.
Make it for your team
Execution readinessExample scores for a sample company. Add your website to estimate your own. Measured once your team plays. Ready at 80.
Where it usually breaks38Today82/ 100After the 4 team sessions
Ready to executeShared knowledgeHigh riskDifferent versions of the trade terms for the Oat range
Shared convictionHigh riskTeams doubt the range will sell through
Shared practiceMedium riskNo agreed line on promo spend and listing fees
4 sessions~50 min each8–12 people per teamNo facilitatorThe gap
What you'd typically hear if five of your reps answered alone.
SESSION 1 · FILL THE GAPSAnswered alone
Finish the sentence: to get the Oat range listed, we can offer a retailer…MMira…a listing fee, whatever it takes.
JJonas…two weeks of promo at 25% off.
AAylin…nothing extra. The range sells itself.
TTomas…extra shelf support from our merchandisers.
RRosa…I'd have to check with trade marketing.
What it costs you if nobody notices
Shared knowledgeMargin leaks into trade termsEvery account manager's version becomes the retailer's new baseline, and the next negotiation starts there.
Shared convictionHalf-hearted pitches get half the shelfBuyers can tell when the account manager doesn't believe in the range, and give it the bottom shelf.
Shared practicePromo budget runs out by month twoWithout an agreed rule, the first accounts take the budget the launch plan needed later.
The program that closes the gap
Four one-hour sessions. Every account manager, the same terms, from the first buyer meeting.
Session
Shared knowledgeShared convictionShared practice
S1Know the range and the termsAgrees what we offer for a listing, and what we never offer.
Shared knowledge1Quiz each other on what we can and can't offer for a listing2Fill in the shared rules for listing offersShared conviction3Decide the launch pricing call yourselfShared practice4Sort buyer requests into agree, trade for promo, or escalate5Rehearse how to answer a buyer who pushes on price
DemoS2Back the rangeShows you whether your teams believe it will sell through, and why not.
Shared knowledge1Agree why the Oat range will sell throughShared conviction2Face the real stakes of the Oat range launch failing to…3Align on whether your team will hold the line on base…Shared practice4Sort buyer requests from a launch month into the right…5Agree how your team responds when a buyer pushes on base…
DemoS3Handle trade-term requestsAgrees what gets traded for promotion, what gets escalated, and when to walk.
Shared knowledge1Nail down the trade-term rulesShared conviction2Decide how to answer four buyer trade-term requestsShared practice3Sort buyer requests into agree4Rank four buyer trade asks by how hard they are to call right
DemoS4Handle buyer objectionsPractises "Private label is cheaper", shelf space, "come back with sell-out data" and more.
Shared knowledge1Agree one shared set of trade terms rules for handling Oat…Shared conviction2Decide how to handle a buyer's "we'll wait" stallShared practice3Practice handling buyer objections4Agree the right move for each part of a buyer's wait
DemoPlay it yourself · a short demo · one exercise from session 3 · Sort the Situations
Alone first. Then the team agrees on one answer.
This is a taste, not the whole session. “Handle trade-term requests” runs 4 exercises with your own team, on a call or in a room. Here is one of them, on the real screens, played with four AI teammates, so you can feel how a session works.
Handle trade-term requests · Sort the Situations00:00MJLSYouSort buyer requests into agree, trade for promo, or escalate, then align as a teamOn screen: Sort each of the 7 buyer requests into its correct response alone
You are playing with 4 AI teammates. Every screen opens on its briefing: read it, then tap I’m ready.
Readiness intelligence · what you'll see as teams play
Know which of your account managers are ready to sell the range, and where you should step in, before the first buyer meeting.
Acme Foods › Readiness intelligence › Launch of Oat rangeEvery one of your account managers explains Oat range the same way
Readiness index82%Ready+44 pts25% participation + 25% progress + 50% alignment · Ready at 80
Shared knowledge48 → 88Shared conviction37 → 71Shared practice44 → 80
Participation94%75 of 80 people played at least once
Progress75%3 of 4 planned sessions completed
Alignment41% →78%250 of 320 points aligned
Failed alignment pointsWhere you should step in
Off-invoice discounts for listingsNot aligned in 3 of 9 playsShared knowledgeYour national accounts team · 12 people
Would we back Oat range with our biggest retail buyers?"Not yet, we still have concerns" in 2 playsShared convictionYour enterprise team · 14 account managers
Your account managers could play this next week. Add your website to make it yours.
- 01 · 5 minConfirm the assumptionsCheck what we inferred about you and edit any text in place. Your edits are locked.
- 02 · 1 link per teamInvite your teamAny browser, any device. No account, nothing to install.
- 03 · after each playWatch readiness fill inYou see who played, what they agreed, and where to follow up.
Used by teams at
Free until you play live · ISO 27001 · EU data
Free until you play live · ISO 27001 · EU data