How Ombrel made coaching sound like its own methodology

The challenge

Ombrel had its own sales methodology, built for long hospital buying cycles. Generic coaching tools scored calls against someone else’s framework, so reps tuned them out.

What they tried

The team tried a generic call-scoring tool. Its rubric didn’t match how Ombrel sells, so managers rewrote every scorecard by hand.

Rolling out Dryrun

The team imported its rubric from a spreadsheet and weighted pricing and procurement lines higher for late-stage scenarios. Managers used the scorecards as the agenda for every 1:1.

“Scorecards follow our methodology line by line, so coaching sounds like us.”

Eva Lindqvist, Enablement Lead, Ombrel

The results

Win rate rose 11 points on deals where pricing came up early, and managers spent less time preparing for each 1:1.