Top 10 underperformer training drills for 2027

1. Executive Manager Bootcamp Block

Executive Manager Bootcamp Block ranks first because it delivers the highest behavior-change score per minute, with a 15-minute timed agenda, a facilitator script, and a debrief rubric that ties directly to live pipeline. Its 30% weighting on live-call behavior change is met by a commit-to-action round that forces reps to name one change for the next call.

This drill is for sales managers who need a repeatable weekly block without rewriting the agenda. It trades away depth for speed, so it is weaker for complex skill builds like multi-threading. Compared to the MEDDPICC Drill below, it offers a tighter 15-minute window but requires a manager who enforces timing. It works best when anchored to a real lost deal or a Gong call recording, not a generic scenario.

2. MEDDPICC Drill

MEDDPICC Drill ranks second as the best value pick because it delivers maximum skill gain per minute in a 20-minute session without a bloated facilitator script. It scores high on time efficiency at 15% weighting, fitting a standard sales meeting cadence with role assignments and a simple scoring rubric. The CRM-native debrief ties practice to pipeline stages, making it practical for immediate use with real deal examples.

This drill suits enablement leads and RevOps operators who need a fast qualification refresher. It trades away the deeper reframe language work found in The Challenger Drill for a narrower focus on qualification criteria. Compared to the Executive Manager Bootcamp Block above, it runs five minutes longer but offers a more structured framework for scoring. It is weaker for teams already fluent in MEDDPICC, where the repetition may feel redundant.

3. The Challenger Drill

The Challenger Drill ranks third because it brings a 30-minute format that balances role-play quality with a single-skill focus on reframe language, earning a strong 10% role-play quality score. Its facilitator script names the buyer role and the skill under test, keeping practice narrow enough to score against a rubric. The session closes with a commit-to-action round, aligning with the 30% behavior-change weighting.

This drill is for teams that already handle qualification and need to sharpen their Challenger-style commercial teaching. It trades away the speed of the MEDDPICC Drill for a longer 30-minute block that demands a manager ready to enforce timing. Compared to the 2027 SPIN Drill below, it is more focused on reframe language than on questioning sequences. It is weaker for new reps who lack baseline discovery skills, as the scenarios assume some familiarity with buyer dynamics.

4. 2027 SPIN Drill

2027 SPIN Drill ranks fourth because it offers a 45-minute deep-dive into situation, problem, implication, and need-payoff questioning, which scores well on role-play quality and facilitator clarity. Its extended format allows for more elaborate scenario setups, but the longer duration reduces its time-efficiency score at 15% weighting. The debrief rubric still ties to CRM pipeline, keeping it practical for live opportunities.

This drill is for managers who have time in a SKO breakout or a dedicated enablement block and want to rebuild questioning fundamentals. It trades away the quick 20-minute win of the MEDDPICC Drill for a 45-minute session that may lose engagement without strong facilitation. Compared to the Role-Play Drill for 2027 below, it is more structured around a specific methodology rather than open-ended role-play.

5. Role-Play Drill for 2027

Role-Play Drill for 2027 ranks fifth because it provides a 60-minute immersive role-play experience that maximizes practice time, scoring high on role-play quality but low on time efficiency at 15% weighting. The extended format allows for multiple rounds of feedback, but it requires a manager who can keep the session from dragging. The facilitator script includes role assignments and a debrief rubric, making it runnable without enablement support.

This drill is for teams with a longer training block, such as a monthly enablement session, and for reps who learn best through extended repetition. It trades away the quick, repeatable nature of the Call Manager Drill for a 60-minute commitment that may not fit weekly meetings. Compared to the 2027 SPIN Drill above, it is less structured around a methodology and more flexible for custom scenarios.

6. Call Manager Drill

Call Manager Drill ranks sixth because it offers a 15-minute format that fits the tightest meeting cadences, scoring well on time efficiency but lower on role-play depth. Its facilitator script is concise, with verbatim prompts for a manager to run a quick call-review exercise tied to a real recording from Gong or Chorus. The CRM-native debrief keeps it practical, but the short duration limits the complexity of the skill under test.

This drill is for frontline managers who need a fast, repeatable block that reviews real call behavior without a heavy setup. It trades away the depth of the Role-Play Drill for 2027 above, offering less time for multiple practice rounds. Compared to the Deal Drill below, it is more focused on call mechanics than on deal-level qualification. It is weaker for reps who need foundational skill building, as the 15-minute window assumes baseline competency.

7. Deal Drill

Deal Drill ranks seventh because it provides a 20-minute focused exercise on deal-level qualification, scoring evenly across facilitator clarity and CRM tie-in. The session uses a real lost deal or stalled opportunity to anchor the practice, which boosts engagement and ties directly to pipeline stages. Its role-play quality is moderate, with a rubric that scores specific behaviors like next-step securing.

This drill is for sales managers who want to debrief on specific deals in a team meeting or 1:1, rather than build broad skills. It trades away the call-review focus of the Call Manager Drill above for a deal-centric view that may miss discovery mechanics. Compared to The Account Drill below, it is shorter and more transactional, focusing on a single opportunity.

8. The Account Drill

The Account Drill ranks eighth because it offers a 30-minute format that balances account-level strategy with role-play, scoring well on role-play quality but lower on time efficiency. The session opens with a crisp objective and moves into a timed worksheet block, allowing reps to map account stakeholders and next steps. Its CRM-native debrief ties the exercise to live pipeline fields, making it practical for account managers.

This drill is for teams that focus on account-based selling and need to practice stakeholder mapping rather than single-call skills. It trades away the transactional speed of the Deal Drill above for a longer 30-minute session that requires more prep. Compared to the 2027 Ramp Drill below, it is more strategic and less focused on new-hire fundamentals. It is weaker for teams in high-volume transactional sales where account-level strategy is less relevant.

9. 2027 Ramp Drill

2027 Ramp Drill ranks ninth because it serves as a 45-minute foundational session for new hires, scoring well on facilitator clarity but lower on behavior-change depth for experienced reps. The extended format allows for a structured walkthrough of discovery questions and next-step securing, with a rubric that scores specific behaviors. Its CRM tie-in helps new reps connect practice to pipeline stages, but the longer duration reduces its repeatability.

This drill is for new hire ramp programs and managers who need a structured session to build baseline skills. It trades away the strategic depth of The Account Drill above for a more basic, step-by-step approach to calls. Compared to the Manager Workshop for 2027 below, it is more focused on rep-level skills than on manager coaching techniques. It is weaker for tenured reps who would find the 45-minute foundational content repetitive.

10. Manager Workshop for 2027

Manager Workshop for 2027 ranks tenth because it is a 60-minute session focused on coaching skills, scoring lowest on time efficiency at 15% weighting but high on facilitator clarity for a niche audience. The extended format allows for deep practice on debrief techniques, but it requires a significant time commitment that may not fit weekly meetings. Its CRM-native debrief ties coaching to pipeline, making it practical for managers who want to improve their own skills.

This drill is for sales managers and team leads who want to improve their coaching and debrief skills, not for individual reps. It trades away the rep-level focus of the 2027 Ramp Drill above for a manager-centric agenda that may not translate to immediate rep behavior change. Compared to the Executive Manager Bootcamp Block at rank one, it is longer and more focused on the manager's role rather than the rep's practice.

How we ranked these

We ranked drills by weighting behavior change on live calls (30%), facilitator clarity (20%), time efficiency (15%), CRM/pipeline tie-in (15%), role-play quality (10%), and manager adoption (10%). Each drill was scored on a 1-5 rubric across these criteria using patterns from Gartner, Challenger, MEDDIC Academy, and Gong. We prioritized repeatable, timed blocks with scripts and debrief rubrics that fit weekly meetings, SKO breakouts, or ramp weeks.

We deliberately ignored branding, production polish, and anecdotal rep satisfaction. A drill with slick slides but vague instructions scored low. We also excluded drills requiring expensive external facilitators or proprietary tech stacks. The goal was practical, runnable training for 2027 that a frontline manager could execute without rewriting their entire enablement program.

What to look for

When choosing between these drills, focus on the specific failure mode you need to fix. If reps struggle with qualification, MEDDPICC Drill gives the most skill gain per minute. If they lack executive presence, Executive Manager Bootcamp Block with real deal examples drives behavior change. Match the drill duration to your meeting cadence — 15-minute blocks fit weekly meetings, 60-minute blocks suit SKO breakouts. Always pull real CRM data to anchor practice.

The biggest mistake buyers make is picking a drill for its brand name or popularity rather than its fit. They also skip the debrief, turning role-play into theater. Another error is running the same drill repeatedly without varying scenarios. The best approach is to rotate drills, use real lost deals, and enforce the commit-to-action round so reps leave with one behavior change.

Related questions

What is the best underperformer training drill for 2027?

Executive Manager Bootcamp Block is the best overall pick for 2027. It delivers consistent behavior change with tight timing, a facilitator script managers can run as-is, and a debrief that connects practice to live pipeline. It works in weekly meetings, SKO breakouts, or ramp weeks.

How long should an underperformer training drill last?

Drills range from 15 to 60 minutes. Shorter drills like Executive Manager Bootcamp Block (15 min) fit weekly meetings. Longer ones like Role-Play Drill for 2027 (60 min) suit dedicated enablement blocks. Choose duration based on your meeting cadence and the depth of skill practice needed.

What makes a training drill effective for underperformers?

Effective drills have clear timing, verbatim prompts, and a debrief rubric. They use real CRM examples like lost deals or call recordings to anchor practice. The session ends with a commit-to-action round so reps leave with one behavior to change on the next live call.

Can these drills be run without a dedicated enablement team?

Yes, all drills are manager-ready. They include facilitator scripts, rep roles, and scoring rubrics. A frontline sales manager can run them in weekly team meetings or 1:1s. The structure mirrors internal playbooks from strong sales orgs, so no external expertise is required.

What is the best value underperformer training drill?

MEDDPICC Drill is the best value pick. It delivers maximum skill gain per minute without a bloated facilitator script. At 20 minutes, it covers qualification skills with a simple scoring rubric, making it efficient for busy teams.

How do I choose between these drills?

Identify the specific failure mode you need to fix. For qualification issues, choose MEDDPICC Drill. For executive presence, use Executive Manager Bootcamp Block. Match drill duration to your meeting cadence. Always use real deal examples to increase engagement and relevance.

What is the role of real CRM examples in these drills?

Real CRM examples make practice relevant. Pull a recent lost deal, stalled opportunity, or call recording snippet from tools like Gong or Chorus. Reps engage faster when scenarios are not hypothetical. This ties practice to live pipeline stages and fields.

FAQ

What are underperformer training drills?

Underperformer training drills are structured, repeatable exercises designed to improve specific sales skills. They typically include timed role-plays, worksheets, and debriefs. The goal is to change behavior on live calls by practicing narrow skills like qualification or executive access.

Why are these drills ranked for 2027?

The ranking reflects 2027 sales environments where time efficiency and manager adoption are critical. Drills are evaluated on behavior change, facilitator clarity, and CRM tie-in. They are designed to fit modern meeting cadences and remote/hybrid work.

How often should I run these drills?

Run a drill weekly in team meetings or during SKO breakouts. For underperformers, consider a dedicated block in 1:1s. Consistency matters more than frequency. Rotate drills to cover different skills and keep practice fresh.

Can these drills be used for remote teams?

Yes, all drills are manager-ready and can be run virtually. Use video conferencing for role-play and shared documents for worksheets. Real CRM examples can be shared via screen. The debrief rubric works in chat or verbal feedback.

What is the most common mistake when running these drills?

The most common mistake is skipping the debrief. Without it, role-play becomes theater. Another mistake is using generic scenarios instead of real deal examples. Always end with a commit-to-action round to ensure behavior change.

Do these drills require special tools?

No, they require only a facilitator, reps, and real CRM examples. Tools like Gong or Chorus can provide call recordings, but they are not mandatory. The drills are designed to be run with minimal resources.

How do I measure the effectiveness of these drills?

Measure behavior change on live calls using call recording tools. Track improvements in specific skills like qualification or executive access. Use the debrief rubric to score performance. Monitor pipeline impact over time.

What is the best drill for improving qualification skills?

MEDDPICC Drill is best for qualification. It covers the MEDDPICC framework in 20 minutes with a simple scoring rubric. It is efficient and ties directly to CRM pipeline stages, making it ideal for underperformers.

Can these drills be customized for my industry?

Yes, adapt scenarios to your industry and buyer roles. Use real deals from your CRM. Modify the facilitator script to include your product and market. The structure is flexible, so you can tailor it without losing effectiveness.

Sources

• https://www.gartner.com/en/sales
• https://www.challenger.com/
• https://meddic.academy/
• https://www.gong.io/
• https://www.salesforce.com/
• https://www.hubspot.com/
• https://www.outreach.io/
• https://www.chorus.ai/

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