The Capstone Pitch That Made Sales Coaching Measurable 

Background
Our sales and partnerships team spent the quarter building skills in product knowledge, value selling, behavioral influence, and storytelling. But we had no way to measure what was sticking, or who could mentor others in which area. As Director of Field Marketing & Enablement, I designed The Nayya Value Pitch: a live capstone where each rep pitched a real buyer type (broker, PEO, employer, or tech platform partner) to a panel playing leadership, sales, and product stakeholders.

Solution
I built a five-category scoring rubric: persona alignment, product fluency, behavioral selling, delivery, and objection handling, each with defined performance bands. Reps ran live pitches, demos, and Q&A with the panel over a dedicated week. Each one left with a scorecard showing exactly where to improve. A team-wide summary surfaced shared strengths and gaps and named go-to experts by skill area, seeding an internal peer-coaching bench. The result: a quarter of training became a measurable, repeatable practice, with a roadmap for what to build next, including a unified sales playbook and partner-specific scripts.