G2

Lance C.

Senior Consultant

Biotechnology

Enterprise (> 1000 emp.)

12/14/2018

Business partner of the seller or seller's competitor, not included in G2 scores.

"This is the future, no doubt."

4/5

What do you like best about Rehearsal?

I like how Rehearsal shifts the focus from knowledge to skill application. It allows a person's actual skills to be practiced and coached to versus theories or what someone says they do. And I like how it incorporates a person's body language and support tools, which are actually stronger communicators than words. Too many times these areas are overlooked or assumed to be "fine". Review collected by and hosted on G2.com.

What do you dislike about Rehearsal?

Rehearsal has done a great job of continually improving the system based upon customer feedback. One area I believe continues to be huge opportunity is "coaching the coach". Rehearsal's design allows appropriate leaders to review coaching strings to determine the coaching effectiveness. Because this review is based on actual coaching versus theory or having to be physically present, it opens a realistic window into the actual coaching sales people are receiving. Ultimately, Rehearsal could serve multiple levels at once and put both the sales representatives and managers in a similar mindset of being coached to improvement. Review collected by and hosted on G2.com.

Recommendations to others considering Rehearsal:

People generally see this as a "test" or "assessment", so it is critical to get everyone in the right mindset prior to rolling it out. It's about coaching and increased touch-points. Don't overlook this step. Once folks are trying it, having someone "inspect what you expect" at the manager level will help ensure success. Don't allow "optional participation" or coaching feedback that is long, scattered, or not based on what was observed. Correct these opportunities for improvement right away. Once the process is working properly, the value is unmatched! Review collected by and hosted on G2.com.

What problems is Rehearsal solving and how is that benefiting you?

#1) Individuals not mastering messages and/or the use of support tools prior to live meetings, thus live meetings become a mix of skills and standards. Rehearsal helps ensure individuals arrive to meeting prepared with the messaging and support tools already locked down. The live meeting can then focus more on when and how to apply these skills via multiple scenarios. Without Rehearsal, individual skills are all over the board, with the activities having to cater to the least prepared people.

#2) Having Managers ride with Representatives on a set schedule is a BUDGET LOSER! With Rehearsal, Managers and Reps can practice skills remotely to a specific standard. Only then does the Manager go out for a field session, where the focus is properly applying the proven skill at the right time. This approach saves a lot of money and helps keep the field session focus on coaching versus putting out fires. Review collected by and hosted on G2.com.