01 · Before
Presence sets the variance.
Ten seconds before the knock. A trained reset is what makes the fortieth conversation match the fourth.
The field sales performance standard
The PRACTIS™ Method
Most sales methods train the conversation only. The PRACTIS™ Method trains the performer — before, during, and after every customer conversation. It is a published sales framework for field sales teams, with door-to-door as one example, and it is free to run.
The coaching lens
PRACTIS has nine dimensions. Most methods train three.
Many legacy training methods script the conversation, or focus on only a small set of dimensions. After working with thousands of field sellers across multiple industries, we developed a modern framework that incorporates the useful elements of those methodologies while setting a new standard for field sales.
The rep's state, and their ability to reset it.
What a coach watches for — Does performance at the fortieth conversation match the fourth? Is the rep self-aware before engaging each new prospect?
Reading the person in front of you and meeting them there.
What a coach watches for — Does the rep adjust pace and register to the person, or run one script at everyone? Is the rep adapting their approach to the buyer personas and behavior patterns identified during training?
The buyer keeps a sense of control throughout.
What a coach watches for — Has the rep approached the conversation with empathy and curiosity about the customer’s needs? Can the customer end the conversation at any point without friction?
What is said is both truthful and valuable.
What a coach watches for — Would every claim survive the customer checking it?
The right move at the right moment.
What a coach watches for — Does the rep perform the right sequence, or do they fire too much at once?
The courage to actually ask.
What a coach watches for — Does the conversation include a clear ask, or trail off into a hint?
What gets counted, and what gets locked.
What a coach watches for — Were the key decision points locked? Is the agreement specific enough to survive the drive home?
Every conversation improves the next one.
What a coach watches for — Has the rep applied what they practiced, or is there a gap between training and execution? Can the rep name what they have learned?
The territory is the account, not the address.
What a coach watches for — Will a “no” still end with a positive impression? Is the company brand well represented? Does it lay a path to a future yes?
The operating rhythm
Continuous learning, not a checklist
Repetition and practice are the foundation, but fifty conversations a day only become fifty useful repetitions inside a feedback loop. The seven stages sit across three phases — before, during, and after the conversation — and the last one hands a lesson back to the first.
02 · During
Five stages, in sequence.
Each stage names one guiding principle and one move. Read the sequence rather than firing everything at once.
03 · After
Score closes the loop.
Never let the last conversation answer the next one. This is the only stage that compounds.
The conversation standard
The seven stages
Each stage names one guiding principle and one move, and one thing it changes on the company scoreboard. Pick a stage to see how it is coached, using a door-to-door example.
People buy the person before the product.
The move — Ten seconds before the knock: drop the last conversation with one exhale, set one intention, fix the walk. Arrive as a guest, not a survivor.
What a coach watches — Did the rep adjust based on trained buyer personas? Is the stage executed the same way at the fortieth conversation as at the fourth?
Company scoreboard — This is the stage that governs variance. A team without a trained reset produces a strong morning and a weak afternoon from the same headcount, and no pipeline report will tell you why.
P Presence Before the conversation
Primary dimensions
Inner GameLearning
This is the stage that governs variance. A team without a trained reset produces a strong morning and a weak afternoon from the same headcount, and no pipeline report will tell you why.
Honesty as a pattern break.
The move — Name what you are before they wonder, then offer a real time-box with a real exit. The exit has to be genuine — if they take it, you go.
What a coach watches — Does the rep clearly introduce themselves, set expectations up front, and confirm that the customer is willing to continue?
Company scoreboard — Reveal is where most conversations are lost before they start. It converts the first fifteen seconds from a door being closed into a conversation being permitted, which is the cheapest conversion gain available to a field team.
R Reveal During the conversation
Primary dimensions
TrustHuman
Reveal is where most conversations are lost before they start. It converts the first fifteen seconds from a door being closed into a conversation being permitted, which is the cheapest conversion gain available to a field team.
Agency removes resistance before it exists.
The move — Give what a stranger never gives — value and control. One free, checkable observation about their property, theirs to keep either way. Then hand over the fork and let their answer decide.
What a coach watches — Was the trained approach presented to the customer? Was the customer given an option, and their answer respected?
Company scoreboard — Agency is the difference between managing objections and never generating them. It also shows up after the sale: decisions people make freely tend to hold, which affects the cancellation rate, not just the close rate.
A Agency During the conversation
Primary dimensions
TrustHuman
Agency is the difference between managing objections and never generating them. It also shows up after the sale: decisions people make freely tend to hold, which affects the cancellation rate, not just the close rate.
People pay to kill roots, not symptoms.
The move — Start with their homework — what did you find when you looked into this? Then three questions deep: what they are seeing, what they have already tried, and what the situation looks like if nothing changes. Say the root and the stake back in their own words. If there is no real problem, say so and leave well.
What a coach watches — Was the training sequence followed, based on both the need and the buyer persona?
Company scoreboard — Clarify is what stops a pitch from arriving before a problem is established. Teams that skip it often leave a customer opportunity unmet. Sometimes they discount to close, because they are selling a product against a price rather than a solution against the cost of the problem.
C Clarify During the conversation
Primary dimensions
InformationHuman
Clarify is what stops a pitch from arriving before a problem is established. Teams that skip it often leave a customer opportunity unmet. Sometimes they discount to close, because they are selling a product against a price rather than a solution against the cost of the problem.
Truth gets stronger after verification.
The move — Present only what fixes their root, in ninety seconds. Real price, first pass, said like a fact rather than an apology. Then engage the alternative directly — tell them exactly what to compare and on which terms.
What a coach watches — Are they fully leveraging competitive knowledge from training? Are they following the training guidelines in a credible, empathetic and respectful way? Are they adapting to buyer personas?
Company scoreboard — Truth is what helps a quote survive a second opinion. It may trade a small amount of same-day conversion for a larger amount of conversion that does not unwind a week later.
T Truth During the conversation
Primary dimensions
InformationTrust
Truth is what helps a quote survive a second opinion. It may trade a small amount of same-day conversion for a larger amount of conversion that does not unwind a week later.
The ask is a gift, not an ambush.
The move — Two honest doors — start now, or wait with the true cost of waiting stated plainly. The walkaway said once, and meant. Then the direct ask. Then silence, held. Every conversation ends in a yes, a scheduled return, or a clean release. Never a fade.
What a coach watches — Did the rep ask for the sale? Was the training path followed?
Company scoreboard — Often, the most expensive habit in field sales is the conversation that ends without an ask. Invite is the single stage most directly attached to conversion rate, because it converts completed conversations that currently produce nothing.
I Invite During the conversation
Primary dimensions
CompetitiveTactical
Often, the most expensive habit in field sales is the conversation that ends without an ask. Invite is the single stage most directly attached to conversion rate, because it converts completed conversations that currently produce nothing.
Every conversation trains the next one.
The move — On a yes, lock it: restate the agreement in their words, set exact next steps, pre-empt the second-guessing, ask about the referral. On a no, leave well — the free value stands, and a real return is planted. A no only scores if something was banked: a date, a name, or a leave-behind that was kept. Either way, ten seconds: one thing that worked, one thing that adjusts. Handed straight back to Presence.
What a coach watches — Was the training followed regardless of the outcome, including all process, paperwork and digital-compliance requirements? Was information about the outcome captured for future conversations? Did the rep reflect and reset?
Company scoreboard — Score is two things at once: the stage that protects revenue already won, and the only stage that compounds. It is where cancellation rate and referral rate are decided, and where a rep with ten years of experience diverges from a rep with one year repeated ten times.
S Score After the conversation
Primary dimensions
ScoreLearningLong Game
Score is two things at once: the stage that protects revenue already won, and the only stage that compounds. It is where cancellation rate and referral rate are decided, and where a rep with ten years of experience diverges from a rep with one year repeated ten times.
The coaching system
Where to move. What to see.
Seven stages tell a rep where they are. Nine dimensions tell a coach what to look at. This is a teaching and coaching map, not a rigid scoring formula — it gets piloted with real teams, measured, and revised on evidence.
Primary and supporting dimensions for each of the seven stages
Stage
Primary dimensions
Supporting
Presence
Inner GameLearning
HumanCompetitive
Reveal
TrustHuman
InformationTacticalCompetitive
Agency
TrustHuman
TacticalLong Game
Clarify
InformationHuman
TrustTacticalCompetitive
Truth
InformationTrust
TacticalHumanLong Game
Invite
CompetitiveTactical
TrustHumanInformation
Score
ScoreLearningLong Game
TrustInformation
Four reps fail to ask for the sale. Four different fixes.
This is what the dimensions buy. Every one of these looks identical on a pipeline report and identical to a manager standing at the end of the driveway. Each one needs a different conversation on Monday.
Rep A
Understands the problem completely, and never asks.
Competitive
Not a knowledge gap. Train the ask itself, and show them the documented odds they are misreading.
Rep B
Asks confidently, before the customer has a problem worth solving.
Tactical · Information
Sequence, not courage. The discovery has to land before the ask exists.
Rep C
Asks with urgency they invented on the spot.
Trust
Remove the fake deadline. A verified buyer who catches one invented pressure discounts everything else that was said.
Rep D
Gets the yes, leaves the terms vague, and the job cancels on Thursday.
Score · Long Game
The ask was fine. The lock was missing. Coach the close-out, not the close.
The nine dimensions
Where does your team actually stand?
Most teams have never been scored against a standard, so nobody can say which reps are ready and which are being sent out to find out.
Book Demo
Three layers, one system
A standard nobody installs is theory. A drill with no standard behind it is just activity. And neither one tells you who is ready.
Explore the platform
What
The PRACTIS™ Method
The field selling system. Seven stages covering the nine dimensions of field performance in one loop — from the ten seconds before the knock to the ten-second review after it.
How
Script-to-Scrimmage
The process that installs it. Drill the language until it is automatic, then prove it under pressure against an AI customer. Reading a method and running it are different things, and only one of them changes a conversation. The sequence is covered by four issued US patents in force, out of five issued to date.
Proof
Certification
The evidence it is installed. Reps certify against the Method rather than against a completed course, and the engine scores every play. A book cannot tell you who is ready. A standard with an engine behind it can.
Script-to-Scrimmage is covered by four issued US patents in force
The Method is published open and free to run. The process that installs it is patented — one continuous family with earliest priority back to 2009, held by ROLR, Inc. and licensed to Practis in perpetuity. The numbers are here so you can read the claims yourself rather than take the word “patented” from a vendor.
The full patent family, and what it covers- US 10,079,993 B2
System for juxtaposition of separately recorded videos
Issued September 18, 2018
- US 10,636,413 B2
System for communication skills training using juxtaposition of recorded takes
Issued April 28, 2020
- US 11,030,992 B2
System for communication skills training using juxtaposition of recorded takes
Issued June 8, 2021 · Expired — fee related
- US 11,848,003 B2
System for communication skills training using juxtaposition of recorded takes
Issued December 19, 2023
- US 12,148,416 B2
System for communication skills training
Issued November 19, 2024
Why reps use it
Practice is private. That is structural, not a policy.
A rep works with their own coach, and managers see performance at certification rather than every rehearsal along the way. This matters to the person buying, not just the person practising: a tool reps experience as surveillance does not get used, and usage is what produces every other number. Score’s ten-second self-review is the same promise in miniature — learning the rep owns.
Great methods, built for a different game
SPIN, Sandler, Challenger and MEDDIC were designed for booked B2B meetings, and they are good at that. A scheduled call with a known buyer and a buying committee is a genuinely different problem from forty unscheduled conversations on a street. None of these was built for the second one, and none of them claims to be.
What each established sales methodology was designed to do
Method
Built for
Where it is strongest
SPIN
Built for
Developing a buyer’s problem and its implications inside a booked, complex B2B sale.
Where it is strongest
The question sequence, backed by the largest observational study of selling ever run.
Sandler
Built for
Qualifying hard and keeping the seller out of a supplicant position.
Where it is strongest
Mutual qualification, and the discipline to walk away from a bad fit early.
Challenger
Built for
Reframing how an informed buyer understands their own business.
Where it is strongest
Teaching a commercial insight the buyer had not already reached.
MEDDIC
Built for
Qualifying and forecasting a long enterprise deal across a buying committee.
Where it is strongest
Rigour about economic buyer, criteria, and champion before a forecast is trusted.
What the field adds
Three things change when the conversation is short, unscheduled, and in person. There is no meeting to prepare for, so the rep’s state on arrival is the preparation. There is no follow-up sequence to recover in, so the exit has to do the work in ten seconds. And the same street gets worked again next season, so how a rep leaves a no is an asset or a liability rather than a footnote. Those are the three places the PRACTIS™ Method spends most of its attention, because they are the three that a methodology written for the conference room had no reason to cover.
Company outcomes
What a standard moves, and where
Six outcomes, each traced to the stage that produces it. A company or sales leader should be able to read this section and know which number on their own dashboard ought to move first, and which stage to look at when it does not.
-
Faster ramp
Seven stages, one card, and simulation before a rep touches a paid lead — readiness measured in days, in industries that lose reps in weeks.
Presence · Certification
-
Higher conversion
The conversation that ends without an ask is eliminated, the presentation is locked to the established problem, and resistance is prevented rather than managed.
Agency · Invite
-
Fewer cancellations
The agreement is locked before the rep leaves, with exact expectations and the second-guessing pre-empted.
Score
-
Lower variance
A trained standard beats the talent lottery, and the afternoon slump is something a team trains against rather than accepts.
Presence · The loop
-
More referrals
The referral ask on every yes, and a no that still banks a name, a date, or a leave-behind that was kept.
Score
-
Territory value
Streets compound. Reputation, return permission, and logged assets outlive any individual rep.
Long Game
Why there are no numbers on this page
Because we do not have validated ones to publish yet, and a standard that overclaims is a standard that gets audited. The six mechanisms above are what we expect to move and the stages we expect to move them; the figures come from instrumented pilots and we will publish them here with denominators attached when they hold up. If you have been sold a training product on a number that turned out to be a case study of one, you already know why we are doing it in that order.
Published open
Take it. Run it. Certify against it.
The PRACTIS™ Method is published open. Run it with your team, teach it to your managers, build on it, adapt it to your trade’s language, and certify your own people against it. There is no licence to sign, no fee, and no permission to ask for.
We published it because field sales did not have a named standard, not because we wanted to own one. Every trade with a real standard — electrical, aviation, medicine — got safer and better paid once the standard was written down and argued about in public. A standard that only its author may use is a product with a standard’s vocabulary, and this industry has had enough of those.
If you want to credit it
Attribution is welcome and not required. If it is useful to point people at the source:
Based on the PRACTIS™ Method — practis.ai/method
This is a working standard
You are reading v0.2, last updated August 25, 2026. It will be revised as instrumented evidence comes in, and revisions will be dated. Books do not version. Operating systems do — and a standard that cannot be corrected in public is not a standard, it is a brochure with numbered sections.
Tell us where it is wrong
If you run it and something does not hold in your trade, that is the most useful thing you can send us. The stage that survives contact with a hostile territory is the stage worth keeping.
Send us a correctionQuestions leaders ask
Questions about the Method
The PRACTIS™ Method is a published standard for field sales performance. It defines seven stages a rep moves through in every customer conversation — Presence, Reveal, Agency, Clarify, Truth, Invite, Score — and nine dimensions a coach can observe across them. Score hands feedback back to Presence, which makes it a loop rather than a sequence.
Presence, Reveal, Agency, Clarify, Truth, Invite, and Score. Presence happens before the conversation, the Reveal through Invite stages happen during the active sales conversation, and Score happens afterward and feeds into the next conversation.
Those methods were built for booked B2B meetings, and they are often effective in that setting. The PRACTIS™ Method is built for field sales. It also covers areas those methods were not designed to address: the rep’s state before the conversation, the review afterward, and, importantly, how feedback is incorporated over time.
Yes. It is a sales framework in the ordinary sense — a named, repeatable structure that a rep and a coach both work from. We call it a standard rather than a framework because it is versioned and published open for anyone to certify against, but the two words describe the same thing here. It was built for field sales specifically: door-to-door canvassing, in-home consultation, and technicians who sell at the kitchen table.
Yes. The full standard is published on this page at no cost, with nothing gated. You can run it with your team, teach it, build on it, and certify against it. It was published because field sales had no named standard, and it does not require a license.
No. The Method is what reps learn and it stands on its own. Practis is the engine that installs and measures it — private practice against an AI customer, certification, and scoring on every play. Teams run the Method without us; the engine is what makes readiness measurable rather than assumed.
The seven stages tell a rep where they are in a conversation. The nine dimensions tell a coach what to look at. They matter because one visible failure has several different causes: four reps can all fail to ask for the sale for four different reasons, and each needs a different intervention.
The stages are written for field sales, where the conversation is sometimes short, unscheduled and in person — canvassing, in-home consultation, and technicians who sell at the kitchen table. Door-to-door is one example of that setting rather than the whole of it. The underlying guiding principles apply more broadly, and we then tailor the Method to your industry, your organizational dynamics, and your KPIs.
This is v0.2, last updated August 25, 2026. It is published as a working standard, and it will be revised as additional learnings are incorporated. Revisions are dated.
Next step
Turn the Method into a measurable readiness standard
Bring the conversations your team has to win. We’ll help you assess the behaviors behind the number and identify where practice and coaching should begin.
Book Demo
Start with a discovery call and tailored demo. Practis follows up within one business day.