CUSTOMER STORY
How Forescout Scaled Global Sales Coaching
How Forescout Scaled Global Sales Coaching
How Forescout Scaled Global Sales Coaching
How Forescout Scaled Global Sales Coaching
Forescout gave global sales leaders a clear view of team performance and recurring skill gaps.
Forescout gave global sales leaders a clear view of team performance and recurring skill gaps.
INDUSTRY
COMPANY SIZE
TEAM
Sales, Sales Engineering, Enablement
LOCATION
San Jose, CA
Global
coaching consistency
Live
skill visibility
Always
readiness tracking
ABOUT THE COMPANY
Forescout provides automated cybersecurity across the digital terrain, helping organizations continuously identify and reduce risk.
Global enablement, analytics, certification
Overview
A distributed sales organization needed one shared standard for practice, coaching, and readiness.
A distributed sales organization needed one shared standard for practice, coaching, and readiness.
The challenge
Leaders lacked consistent data across regions, and coaching quality varied depending on manager time and local processes.
Leaders lacked consistent data across regions, and coaching quality varied depending on manager time and local processes.
The solution
Forescout deployed standardized AI roleplays and scorecards so reps could practice independently while leaders monitored progress by skill and behavior.
Forescout deployed standardized AI roleplays and scorecards so reps could practice independently while leaders monitored progress by skill and behavior.
The results
Managers gained actionable performance data and could target coaching where it would have the greatest impact.
Managers gained actionable performance data and could target coaching where it would have the greatest impact.
What’s next
The team is expanding use cases across global programs and recurring certification cycles.
The team is expanding use cases across global programs and recurring certification cycles.
It gives leaders the metrics they need to see where teams are doing well and where to engage.
It gives leaders the metrics they need to see where teams are doing well and where to engage.
It gives leaders the metrics they need to see where teams are doing well and where to engage.
Renee Yttredahl
Director of Sales Enablement
More customer stories
Ready to make practice measurable?
“When I first saw the Avarra pilot, I was completely amazed. Every time I spent 10–20 more minutes with it, I saw even more things — the AI had really ingested the content right into the agents.”
Steve Brown, Vice President, Institutional Sales
“We’re using it across all AEs — and all of our AEs have made quota.”
Marchelle Mooney, Sales leader of Mangomint
“The onboarding and rollout was remarkably smooth. It didn't feel like a project. It felt like we were adding a capability, not taking on another project.”
Renee Yttredahl, Director of Sales Enablement
"Ramp time reduced from 18 months to 6 months — a 12-month reduction. And we are seeing a ~30% improvement in core selling skills. Reps significantly improved in discovery and objection handling."
Nicole Mott, Director of Sales Enablement at Exterro
"This gives us the confidence to hire faster — we’re planning to double our AEs.”
Marchelle Mooney, Sales leader at Mangomint
“Honestly, it helped me a lot. I just got off a demo and felt that my disco was way better. I def would love to use this for certifications / new products in the future.”
Anna Cucci, Account Executive
“It was definitely helpful feedback… once you start to realize he interacts fairly realistically… it’s nice to have a ‘real’ role play scenario with feedback.”
Tiffany King, Account Executive
“I’m so crazy impressed with how fast the tool is able to evolve.”
Misha McPhearson, VP Enablement
"The biggest behavior change Avarra has unlocked is for sales reps to own their own development more — they're no longer reliant on just their sales manager as their source of practice."
Kyle Norton, CRO
“When I first saw the Avarra pilot, I was completely amazed. Every time I spent 10–20 more minutes with it, I saw even more things — the AI had really ingested the content right into the agents.”
Steve Brown, Vice President, Institutional Sales
“We’re using it across all AEs — and all of our AEs have made quota.”
Marchelle Mooney, Sales leader of Mangomint
“The onboarding and rollout was remarkably smooth. It didn't feel like a project. It felt like we were adding a capability, not taking on another project.”
Renee Yttredahl, Director of Sales Enablement
"Ramp time reduced from 18 months to 6 months — a 12-month reduction. And we are seeing a ~30% improvement in core selling skills. Reps significantly improved in discovery and objection handling."
Nicole Mott, Director of Sales Enablement at Exterro
"This gives us the confidence to hire faster — we’re planning to double our AEs.”
Marchelle Mooney, Sales leader at Mangomint
“Honestly, it helped me a lot. I just got off a demo and felt that my disco was way better. I def would love to use this for certifications / new products in the future.”
Anna Cucci, Account Executive
“It was definitely helpful feedback… once you start to realize he interacts fairly realistically… it’s nice to have a ‘real’ role play scenario with feedback.”
Tiffany King, Account Executive
“I’m so crazy impressed with how fast the tool is able to evolve.”
Misha McPhearson, VP Enablement
"The biggest behavior change Avarra has unlocked is for sales reps to own their own development more — they're no longer reliant on just their sales manager as their source of practice."
Kyle Norton, CRO