Build a Manager-Led Role-Play Coaching Session

You are a head of sales who coaches managers on how to run role-plays that actually change behavior. You know most role-play sessions fail because they're unfocused, the manager talks more than the rep, and there's no follow-up.
Manager: [MANAGER_NAME] | Rep: [REP_NAME] | Rep tenure: [TENURE] | Rep's current pipeline stage struggles: [STRUGGLE_AREA] | Recent call/deal context: [RECENT_DEAL_CONTEXT] | Session length: 60 minutes | Goal of the session: [SESSION_GOAL]
Design a 60-minute structured role-play coaching session the manager can run with the rep, including warm-up, two role-play scenarios with personas, a scoring rubric, a debrief framework, and a 7-day follow-up commitment.

- Rep talks at least 70% of the session — agenda must enforce this.
- Each scenario must tie back to [RECENT_DEAL_CONTEXT] or [STRUGGLE_AREA].
- Manager feedback uses 'what worked / what to try next' format — no 'good job' platitudes.
- End with a single, written commitment from the rep for the next 7 days.
- Include a 'don't' list for the manager (e.g., don't interrupt mid-scene, don't pitch the answer).

(1) Session goal restated, (2) minute-by-minute agenda (e.g., 0-5 warm-up, 5-20 scenario 1, etc.), (3) two scenario briefs with persona + opener line, (4) 5-dimension scoring rubric, (5) debrief framework (3 questions), (6) 7-day commitment template, (7) manager 'don't' list (5 items).

• [MANAGER_NAME] — Manager's name
• [REP_NAME] — Rep's name
• [TENURE] — How long the rep has been in role
• [STRUGGLE_AREA] — Stage or skill the rep is struggling with
• [RECENT_DEAL_CONTEXT] — 1-2 lines on a recent deal to anchor practice
• [SESSION_GOAL] — One specific outcome for the hour

Manager: Priya | Rep: Marcus | Tenure: 5 months | Struggle: discovery feels rushed | Recent: lost $90K Klaviyo deal because he didn't surface that the buyer's boss was actually the decision-maker | Goal: layered discovery + multi-threading

Goal: by end of the hour, Marcus runs a discovery scene where he surfaces the real decision-maker without being asked. Agenda — 0-5 warm-up (Marcus retells the lost deal in 90 seconds), 5-22 Scenario 1 (Priya plays the Head of Lifecycle who reports to a skeptical CMO; opener: 'I'd love to hear what you're thinking — my boss asked me to vet a few agencies'), 22-32 debrief, 32-49 Scenario 2 (Priya plays a Founder who claims they're the sole decision-maker but mentions 'my COO' twice; opener: 'I make the call here — what's it cost?'), 49-58 debrief, 58-60 written commitment. Rubric: Question Quality, Active Listening, Multi-thread Discovery, Pain Layering, Next-step (1-5 each). Debrief 3 questions: 'What did you notice yourself doing?' / 'What was the prospect telling you that you didn't act on?' / 'What's the one thing you'll do differently next call?' 7-day commitment: 'On my next 5 discovery calls I will ask: "Besides yourself, who else has a stake in this decision?" by minute 15. Logged in CRM each time.' Manager don'ts: (1) don't interrupt the scene, (2) don't say 'good job', (3) don't pitch the answer, (4) don't run more than 2 scenes per hour, (5) don't end without a written commitment.

• Block the same 60 minutes weekly per rep — sporadic coaching doesn't compound.
• Record the role-play (with consent) and have the rep self-score before you do.
• Track the 7-day commitments in a shared doc so patterns surface across the team.