LEARNING REWIRED LAB | STAKEHOLDER BRIEF Worked example: From 74 slides to a scoped recommendation FICTIONAL TEACHING EXAMPLE. All source material, observations and proposed decisions below are invented. This is not a customer result or an actual agent transcript. No improvement has been measured. REQUEST Turn a 74-slide product deck into a course for new sales representatives by Friday. Intended business outcome: better discovery conversations. PROBLEM AND EVIDENCE In this fictional scenario, the stakeholder reports that new reps skip discovery questions and jump to product features. The deck contains 28 product-reference slides, 18 procedure slides, 12 discovery examples, 10 repeated or outdated slides, and 6 policy slides. These counts describe content, not proof of what causes the performance gap. WHAT WE STILL NEED Review a permissioned sample of calls against a shared discovery rubric. Compare newer and experienced reps. Confirm whether workflow, incentives, available information, or skill explain the gap. Have the policy owner check mandatory material before anything is removed. OPTIONS AND TRADEOFFS 1. Convert the complete deck: preserves coverage, but may bury useful practice and does not establish that missing knowledge is the cause. 2. Create a reference guide only: supports product lookup, but may not help reps recognize which discovery question to ask. 3. Pilot a discovery-question aid plus two practice scenarios: targets the reported behavior, but needs evidence review and expert validation. PROVISIONAL RECOMMENDATION Choose option 3 only if the call review supports a discovery-skill gap. Use the product slides as searchable reference; validate procedure slides for workflow support; use the discovery examples to draft practice. Review repeated or outdated material with the SME. Retain mandatory policy content where the policy owner requires it. Do not authorize a full course until the diagnosis and scope are agreed. PRACTITIONER REVIEW An initial scripted suggestion proposed weekly manager coaching. Managers have no protected coaching time in this scenario. Replace that dependency with two self-contained practice attempts and feedback. Ask a manager to validate realism once, subject to availability; do not assume capacity. FRIDAY DELIVERABLE A validated scope, a draft discovery-question aid, and two storyboarded practice situations. This is a proposal, not a promise of production-ready training by Friday. Confirm owner capacity and approvals before committing. MEASUREMENT PLAN Before the pilot, agree observable criteria: asks about the customer's current process, probes a constraint, and confirms the need before pitching. Compare permissioned pre/post call samples using the same rubric and a consistent selection method. Report sample size, reviewer agreement, conditions and other changes. Do not infer a quota or revenue effect from practice completion or a small uncontrolled sample. DECISION REQUESTED Approve evidence review and a small pilot scope; nominate a sales reviewer and policy owner; confirm their availability and agree the review date. THREE QUESTIONS TO TAKE INTO THE MEETING 1. What should reps do differently on a call? 2. What evidence shows why they are not doing it now? 3. What can we validate by Friday without pretending the full solution is already known?