Session Kit

Session 1 · Kickoff (60 min)

• 0-15 · Why forecasts are feelings (use 3 stats from Foundations).
• 15-35 · The five pillars and the 0/1/2 rubric.
• 35-55 · Score one real deal together, live.
• 55-60 · Homework: each rep scores one of their own deals.

Session 2 · Weekly deal review (45 → 30 → 15 min)

• Two deals per rep, audited live.
• Read the scores, not the story. Find the lowest pillar.
• Name one coaching action per deal · the gap, not the whole deal.
• The session gets shorter every week as the habit sticks.

Session 3 · Manager certification (90 min)

• Read evidence vs. narrative · spot the Ghost Deal.
• Practice coaching the gap out loud.
• Calibrate: same deal, three managers, same score within one point.

Session 4 · Close-out (60 min)

• Retrospective with the metrics in hand (review time, Commit accuracy).
• Build the QBR Wrapped recap.
• Set the next-quarter cadence and owner.