Coaching Sales Teams on Constructing Compelling ROI Calculations
Designed for Regional Sales Managers tasked with upskilling frontline account executives to drive consultative selling and demonstrate quantified value to enterprise clients. to spark real collaboration and high-energy learning.
A 90-minute virtual workshop with breakout capability. Audience includes seasoned sales managers who feel pressured to increase deal velocity but struggle with reps' overreliance on generic value claims and weak ROI models. Participants want practical frameworks to boost pipeline movement and strengthen client trust.
ROI Detective: Case File Kickoff
Open with a rapid-fire 'mystery round' where managers review a redacted (but real) sales email that tries to spell out ROI. Participants guess which elements are missing or unsupported. This triggers immediate curiosity about what makes an ROI story compelling—or fall flat.
Tap to view the full activity.
Why this works
Novelty and real-world intrigue spark curiosity and set up a 'gap in knowledge' the session will close.
ROI Mythbusting Lightning Round
Present three common sales team beliefs about ROI (e.g., 'Any positive ROI convinces the client'). Participants vote 'True or False' via chat or paddle, then hear a quick real-world consequence of believing each myth.
Tap to view the full activity.
Why this works
Confronts hidden misconceptions, creating a safe way to surface and correct common errors without singling anyone out.
ROI Ingredients ‘Menu’ Share-Out
Invite each participant to name one real data point or 'ingredient' they've seen make (or break) an ROI calculation in actual deals. Build a crowdsourced menu on-screen and celebrate unique entries, fostering low-pressure sharing.
Tap to view the full activity.
Why this works
Encourages inclusive participation and primes the group with a diverse toolkit—everyone brings something to the table.
ROI Relay: Story Sprint
Run a high-energy breakout relay: each small team is handed a different prospect scenario and 6 minutes to draft a one-minute ROI pitch using supplied data. They ‘pass the baton’ by sharing back, and the group votes (with emoji or claps) on which pitch felt most credible.
Tap to view the full activity.
Why this works
Injects energy, urgency, and creative teamwork—participants learn by doing, not just listening.
The CFO Test: Would You Buy?
Pose a real-world C-suite dilemma: present a simplified but plausible ROI calculation for a sales tech platform, then ask, 'If you were the CFO, what questions or objections would you raise before signing off?' Participants put themselves in the buyer’s seat, then discuss as a group.
Tap to view the full activity.
Why this works
Anchors learning to real decision-maker perspectives—critical for stress-testing narratives and fostering empathy.
ROI Wins & Fails Gallery Walk
Invite participants to reflect on their personal ‘aha’ moments—either when a coached ROI calculation swung a deal or missed the mark. Each shares (anonymously if preferred) a two-sentence story in chat or on sticky notes, then everyone browses the ‘gallery’ and tags one that resonates.
Tap to view the full activity.
Why this works
Active reflection and peer connection deepen retention and normalize struggles—participants see they’re not alone.
Sign up to unlock 3 more activities
Get the full pack, facilitation flow, and more ready-to-run ideas.