Discovery, objection handling, and closing under pressure.
Start a session with Nadia →“Sell me this whiteboard — but first, tell me why I'd need one.”
Every session ends with a written report scored on these three axes, with the transcript attached so you can see what earned each mark.
Could they sell? Crisp, confident delivery, leading with value, no rambling.
Discovery technique, qualification rigor, objection handling, and command of their own numbers (quota, deal size, cycle).
Composure when objected to or interrupted, comfort with rejection, and hunger without arrogance.