Sales Execution
Get every advisor selling the way your best one does, with the playbook observed in every conversation.
Sales execution is whether the conversation on your floor follows the process you trained, every time, with every customer. Most retailers can only guess at it, from a quarterly mystery shop or a manager's impression. Borentis observes it in every consented conversation, so the playbook becomes a daily number with the evidence behind it, and coaching comes from your own best advisors rather than a slide deck.
Also searched as: retail sales execution, sales playbook compliance, in-store sales coaching software, store advisor performance.
The problem today
- The playbook exists in a training deck and nowhere else. Nobody knows which step is skipped, in which store, by whom.
- Mystery shopping samples one scripted visit a quarter. Advisors recognise the shopper. The score describes a performance, not the habit.
- Coaching is generic because managers coach from memory of conversations they half-heard.
- The best advisor in the network converts at twice the average and nobody can say what they do differently.
What changes with Borentis
- Adherence per step, per advisor, per store, every day, with the transcript line that earned each score.
- The most-skipped step named by region, so the trainer visits the right store with the right example.
- Weekly coaching from the network's best conversation on each step, fifteen minutes, one thing to try.
- Recognition on how advisors sell, not on which store they were lucky to be in.
On the floor
A durables chain trains a five-step pitch for a new range. Six weeks in, conversion is flat. The observed conversations show the demonstration happening in most conversations and the finance step in under half, concentrated in one region. One coaching session per store, three transcript lines each, and conversion on the range moves within two weeks.
Products that deliver it
Where Borentis applies this
- Playbook Adherence: Your playbook, finally observed.
- Coaching from Best Conversations: Your best advisor, teaching everyone.
- Advisor Recognition: Great work, finally witnessed.
- Launch & Offer Execution: Know your launch landed, on day one.
Frequently asked questions
Do we need a written playbook to start?
You need named steps. If they only exist in a trainer's slides, the first week of a pilot is writing them down as outcomes, greet, discover, demonstrate, offer, handle, close, which is itself worth doing.
Will advisors accept being measured?
They accept it when the standard is written, the score is theirs to see, and the evidence is a line they said rather than an opinion about them. The best advisors adopt it first, because good work finally shows.
How is this different from mystery shopping?
Mystery shopping samples one scripted visit per store per quarter. This observes every consented conversation, every day, and keeps the customer's real objection instead of a scripted one.
Read next
- Retail execution beyond the checklist
- Run a sales execution audit in 30 days
- How to check whether store staff follow the sales pitch
- How to coach retail sales staff using real conversations
- Free playbook self-assessment
See it on your own floor. A pilot starts with a handful of stores, your playbook written as steps, and a first scorecard inside the first week of capture.