Before your team starts using Sidekick, we walk through a short onboarding process to make sure the coaching feedback your reps get is tailored to how your team actually sells. This article covers what that process looks like and the type of information we gather along the way.
Sidekick coaches your reps against a rubric built from your sales process, not a generic one. To do that well, we need to understand your discovery questions, how your team handles objections, and which parts of the tour matter most to you. The more context you give us upfront, the more accurate and useful your team's feedback will be from day one.
We collect this information through a Sales Process & Methodology Intake. There's no single "right" way to complete it. Whatever is easiest for your team works for us:
Sales methodology. Any named framework or in-house process your team follows such as Prospect Centered Selling, Relationship-Based Selling, etc., and the key stages of your sales process from first contact through move-in.
Discovery questions. The questions your reps typically ask prospects and families on a tour to understand their needs, timeline, and motivations.
Objection handling. The most common objections your team hears — price, timing, family disagreement, and so on — and how reps are trained to respond.
Coaching rubric. We will set up your custom rubric based on your sales methodology, or you may choose to use Sidekick's default rubric which scores tours across 9 categories, built from over a decade of senior living sales experience:
| Category | What It Measures |
|---|---|
| Connection & Trust/Rapport | Builds genuine rapport with the prospect and family |
| Personal Story/Discovery | Uncovers the prospect's personal story and real motivations |
| Urgency & Readiness | Identifies and reinforces timeline and readiness to move |
| Family/Decision-Maker Navigation | Engages all relevant decision-makers appropriately |
| Tour Execution/Community Storytelling | Delivers an engaging, well-paced tour narrative |
| Value Fit | Connects community features/services to the prospect's needs |
| Budget/Financial | Addresses cost and financial questions clearly and confidently |
| Objection Handling | Responds effectively to hesitations or objections |
| Next Steps | Secures a clear, specific next step before the tour ends |
You can use this rubric as-is, or adjust it to fit your team, including de-emphasizing or entirely zero-weighting any category that isn't a priority for you.
Anything else that's relevant. Anything about your team, the language used by your organization, or sales culture that would help us tailor Sidekick for you.
Once we have your intake information, we'll follow up on anything that needs clarifying, then confirm everything is set before your team's leader and sales team Sidekick training sessions.