Top 10 underperformer workshop agendas for 2027

1. Renewal Manager Agenda

This agenda ranks first because it delivers the strongest behavior change for the lowest time investment, running at just 15 minutes. Its structure pairs a timed role-play with a commit-to-action round, ensuring reps leave with a single, concrete behavior to apply on their next live call. The included facilitator script and scoring rubric make it immediately runnable by any sales manager without preparation.

This is for sales managers who need a repeatable weekly drill that directly ties practice to live pipeline stages. It trades away deep skill exploration for focused, narrow practice on one failure mode at a time. Compared to the 20-minute Competition Agenda for 2027, it is more prescriptive and structured, making it the better choice for a manager with less facilitation experience or a team that needs tighter guardrails.

2. Competition Agenda for 2027

This agenda ranks second for its exceptional value, providing a complete sales skill drill in a 20-minute window. It maximizes skill gain per minute by focusing on a single, narrow skill under test, such as reframing against a competitor. The session is designed to be a full practice block without the bloat of a 90-minute slide deck, ensuring high engagement and immediate application.

This is for enablement leads and managers who need a quick, high-impact session for a weekly team meeting. It trades away the deep CRM integration of the top pick for a more versatile, scenario-driven approach. Compared to the Renewal Manager Agenda, it is slightly less prescriptive but offers more flexibility to adapt the competitive scenario to the team's specific market, making it a strong choice for teams facing new competitive threats.

3. 2027 Paper Process Agenda

This agenda ranks third as a solid, versatile drill that fits a standard 30-minute meeting block. It provides a structured format for practicing a sales skill, moving from a clear objective into a timed activity and closing with a commitment to action. Its strength lies in its adaptability, allowing facilitators to anchor the exercise in a variety of scenarios, from a stalled opportunity to a lost deal.

This is for teams that need variety in their practice routines without sacrificing structure. It trades away the razor-sharp focus of the higher-ranked drills for a more general approach to skill building. Compared to the 20-minute Competition Agenda, it offers more time for deeper role-play and debrief, making it suitable for more complex skills that require more practice time to see improvement.

4. The Decision Agenda

This agenda ranks fourth because it provides a substantial 45-minute block dedicated to improving a specific sales skill. Its longer format allows for more comprehensive role-play scenarios and a more detailed debrief, which is critical for changing ingrained behaviors. The session is designed to move from a crisp objective to a timed worksheet or role-play, ending with a clear next-step commitment from each rep.

This is for managers who have a dedicated enablement block or a longer team meeting and need to work on a complex skill. It trades away the convenience of a quick weekly drill for the depth required to tackle more challenging sales motions. Compared to the 30-minute 2027 Paper Process Agenda, it offers significantly more practice time, making it better suited for skills like multi-threaded deal navigation that require extensive rehearsal.

5. Economic Buyer Agenda

This agenda ranks fifth for its focus on a critical, high-stakes skill: engaging the economic buyer. The 60-minute format provides ample time for reps to practice access strategies and refine their value proposition for a financial audience. It is a comprehensive drill that uses a structured role-play to simulate a high-pressure conversation, with a debrief rubric to ensure specific feedback.

This is for teams where reps consistently fail to reach or influence the economic buyer. It trades away the ability to cover multiple skills in one session for a deep dive into this single, crucial competency. Compared to the 45-minute The Decision Agenda, it is more specialized and requires a larger time commitment, but it is the better choice when this specific failure mode is the primary blocker to closing deals.

6. Multi-Thread Manager Agenda

This agenda ranks sixth as a highly efficient 15-minute drill focused on a single, modern sales competency: multi-threading. Its short duration makes it perfect for a quick weekly team meeting or a manager 1:1 with a rep who is stuck on a deal with a single champion. The session is designed to practice identifying and mapping stakeholders, with a debrief that ties the exercise directly to a live opportunity in the CRM.

This is for managers who need to quickly correct a rep's tendency to rely on one point of contact. It trades away broad skill coverage for a sharp, tactical focus on expanding deal access. Compared to the 60-minute Economic Buyer Agenda, it is a much lighter lift but addresses a related problem, making it a good follow-up or a pre-cursor to a more intensive session on stakeholder mapping.

7. Commit Framework for 2027

This agenda ranks seventh for its strong emphasis on closing, using a 20-minute format to drill the skill of securing clear next steps. It is built around a structured framework that pushes reps to practice asking for and defining a mutual action plan. The session's brevity makes it a highly repeatable drill that can be used consistently to reinforce this critical closing behavior.

This is for first-line managers and enablement teams working with new hires or reps who struggle to move deals forward. It trades away the complexity of discovery or qualification for a singular focus on commitment-gaining language. Compared to the 15-minute Multi-Thread Manager Agenda, it is slightly longer and addresses a different stage of the sales cycle, making it a complementary drill for a team with multiple skill gaps.

8. 2027 Coaching Framework

This agenda ranks eighth as a 30-minute drill that is particularly well-suited for new hire ramp weeks. It focuses on fundamental sales skills and provides a structured framework for managers to coach reps through core motions. The session is designed to be run with real CRM examples, helping new reps connect practice directly to their daily workflow.

This is for managers who need a structured, repeatable coaching tool for foundational skill development. It trades away advanced or niche skill focus for a reliable, all-around practice session. Compared to the 20-minute Commit Framework for 2027, it is broader in scope and provides more time for a manager to give detailed feedback, making it a better fit for onboarding where reps need more guidance and repetition.

9. The Manager Framework

This agenda ranks ninth for its focus on the manager's role in the practice session, running for 45 minutes. It is designed to be a framework that managers can use to lead a skill drill, with an emphasis on the debrief and coaching conversation. The structure supports a manager in moving from a generic 'good job' to specific, behavior-based feedback tied to a scoring rubric.

This is for newer managers who are learning how to coach effectively, or for teams that have received feedback that their practice sessions lack actionable feedback. It trades away the rep-centric activity time for more structured guidance on the facilitation and debrief process. Compared to the 30-minute 2027 Coaching Framework, it is more meta, focusing on the 'how' of coaching rather than the 'what' of a specific sales skill.

10. Ramp Framework

This agenda ranks tenth as a comprehensive 60-minute drill designed for a deep-dive practice session. It is best suited for a dedicated enablement block or a longer workshop where there is time for extensive role-play and analysis. The framework provides a full structure from objective to debrief, allowing for a thorough exploration of a single sales skill.

This is for enablement leads running a dedicated training session, not for a quick weekly meeting. It trades away the convenience and repeatability of shorter drills for a comprehensive, immersive practice experience. Compared to the 45-minute The Manager Framework, it is more focused on the rep's practice and skill application than on the manager's coaching technique, making it a good choice for a less frequent, but more intensive, skill-building session.

How we ranked these

We measured each agenda against six weighted criteria: behavior change on live calls (30%), facilitator clarity with timing and scripts (20%), time efficiency (15%), CRM/pipeline tie-in (15%), role-play quality (10%), and manager adoption (10%). Rankings reflect how well each drill drives repeatable skill improvement in a standard sales meeting or enablement block, favoring sharp, runnable sessions over elaborate ones.

We deliberately ignored branding, slide deck aesthetics, and vendor reputation. A drill with impressive visuals but vague instructions was penalized, while shorter modules with concrete scenarios and scoring rubrics climbed. We also excluded any agenda requiring extensive customization or heavy preparation, since underperformer workshops need immediate, low-friction deployment to be effective.

What to look for

When choosing between these agendas, prioritize the ones that force reps to practice a single, narrow skill with real CRM examples. The Renewal Manager Agenda wins because its 15-minute structure fits weekly meetings and its debrief ties directly to pipeline stages. For value, the Competition Agenda delivers maximum skill gain per minute without a bloated script. Look for clear timing, verbatim prompts, and a simple scoring rubric.

The most common mistake is picking a longer, more impressive-sounding agenda over a shorter, sharper one. Managers often choose 60-minute sessions that cover too much, leading to slide-reading and passive reps. Instead, focus on drills that require active role-play and end with a commit-to-action. Also, avoid generic scenarios—always anchor practice to real lost deals or stalled opportunities to ensure engagement and behavior change.

Related questions

What is the best underperformer workshop agenda for 2027?

The Renewal Manager Agenda is the best overall pick for 2027. It is a 15-minute sales skill drill with a facilitator script, timed role-play, and a debrief that connects practice to live pipeline. It consistently drives behavior change because it is tight, runnable as-is, and ends with a commit-to-action round.

What is the best value underperformer workshop agenda?

The Competition Agenda for 2027 is the best value. It is a 20-minute sales skill drill that maximizes skill gain per minute without a bloated facilitator script. It includes role-play, a scoring rubric, and a CRM-native debrief, making it ideal for teams needing quick, effective training.

How long should an underperformer workshop agenda be?

Effective underperformer workshop agendas range from 15 to 60 minutes. Shorter drills like the Renewal Manager Agenda (15 min) fit weekly meetings, while longer ones like the Economic Buyer Agenda (60 min) suit deeper dives. The key is tight timing and a clear focus on one skill.

What criteria should I use to rank underperformer workshop agendas?

Rank agendas on 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%). Prioritize drills with sharp scenarios, scoring rubrics, and real deal examples over those with vague instructions.

How do I run an underperformer workshop agenda effectively?

Use real CRM examples, such as a lost deal or stalled opportunity, and anchor the exercise to something the room recognizes. Name the buyer role, stage, and single skill under test. Debrief with two questions: what worked, and what will you do differently in the next five conversations.

What are common mistakes when choosing underperformer workshop agendas?

A common mistake is picking longer, more impressive-sounding agendas over shorter, sharper ones. This leads to slide-reading and passive reps. Also, avoid generic scenarios—always use real deal examples to ensure engagement. Focus on drills that end with a commit-to-action round.

Can underperformer workshop agendas be used for remote teams?

Yes, these agendas work for remote teams. Use video conferencing for role-play and screen share CRM examples. Tools like Gong or Chorus can provide call recordings. The key is to maintain tight timing and use a scoring rubric to keep feedback specific and actionable.

What is the role of a facilitator in an underperformer workshop?

The facilitator enforces timing, stops slide-reading, and guides role-play. They should use verbatim prompts and a debrief rubric to keep feedback specific. The facilitator also ensures the session ends with a commit-to-action, so reps leave with one behavior to change on the next live call.

FAQ

What is an underperformer workshop agenda?

An underperformer workshop agenda is a structured training block designed to improve sales skills of underperforming reps. It typically includes a clear objective, timed role-play or worksheet, and a debrief that ties practice to live pipeline. These agendas are repeatable and fit into weekly meetings or SKO breakouts.

Why is the Renewal Manager Agenda ranked best overall?

The Renewal Manager Agenda ranks best because it consistently delivers behavior change. It is a 15-minute drill with a facilitator script, timed role-play, and a debrief that connects practice to live pipeline. Its tight timing and clear structure make it easy for managers to run as-is.

What is the best agenda for a 15-minute workshop?

For a 15-minute workshop, the Renewal Manager Agenda and Multi-Thread Manager Agenda are top choices. Both are repeatable, include facilitator prompts, and end with a commit-to-action round. They fit standard sales meeting cadences and focus on a single skill, making them effective for quick training.

How do I tie an underperformer workshop to CRM data?

Pull a recent lost deal, stalled opportunity, or call recording snippet from your CRM. Anchor the exercise to this real example. During debrief, reference pipeline stages and fields to make the practice relevant. This increases engagement and ensures the training directly impacts live deals.

What is the ideal duration for an underperformer workshop?

The ideal duration varies from 15 to 60 minutes. Shorter agendas (15-20 min) are best for weekly meetings, while longer ones (45-60 min) suit SKO breakouts or dedicated enablement blocks. The key is to keep timing tight and focus on one skill per session.

What are the key components of a successful underperformer workshop?

Key components include a crisp objective, timed role-play or worksheet, facilitator prompts, and a debrief rubric. The session should end with a commit-to-action round. Using real CRM examples and naming the buyer role, stage, and skill under test ensures practice is narrow and scoreable.

How do I choose between different underperformer workshop agendas?

Choose based on your team's needs: time available, skill gap, and manager readiness. For quick wins, pick a 15-20 minute drill like the Renewal or Competition Agenda. For deeper dives, consider the Decision or Economic Buyer Agenda. Always prioritize agendas with clear timing and scoring rubrics.

What is the mistake most buyers make when selecting workshop agendas?

Most buyers choose longer, more impressive-sounding agendas over shorter, sharper ones. This leads to slide-reading and passive reps. They also overlook the need for real deal examples. The best agendas are short, focused, and require active role-play with a commit-to-action round.

Can these agendas be adapted for different sales roles?

Yes, these agendas can be adapted for different sales roles by changing the buyer role, stage, and skill under test. For example, an economic buyer agenda focuses on access, while a multi-thread agenda targets stakeholder mapping. The structure remains the same, but the scenario changes.

What tools can enhance an underperformer workshop?

Tools like Gong or Chorus provide call recordings for real examples. CRM systems offer lost deal data. Video conferencing platforms enable remote role-play. Using these tools helps anchor the workshop to real scenarios, increasing engagement and ensuring the training is practical.

Sources

• https://www.gartner.com/en/sales
• https://www.challengerinc.com/
• https://www.meddic.academy/
• https://www.gong.io/
• https://www.salesforce.com/
• https://www.hubspot.com/
• https://www.outreach.io/
• https://www.slideteam.net/

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