Role playing in sales (and other communications training)

Most online sales training has loads of theory and very little practice. Learners can go off to ChatGPT to roleplay a prospect, but it's disconnected from the course. The provider can't track who actually did it, the scenario isn't under their control, and the LMS has no idea how the learner performed.

So I built an AI sales roleplay tool that embeds into any LMS. The short video above shows it running. Three configurable personas, voice-based live roleplay, and a scored breakdown at the end.

What I didn't really touch on in the demo is the coaching piece, which is probably the most useful part of it. When you set up a persona, you also define the success criteria for that call. Confirmed budget, identified decision-maker, acknowledged frustration without rushing to a solution, things along those lines. Whatever your sales methodology actually teaches. The AI coach grades each attempt against those criteria and tells the learner specifically where they did well and where they need work.

For training companies running sales programs, this is where it pays off. The feedback is calibrated to your curriculum. If your framework is MEDDIC, it grades against MEDDIC. If you teach challenger sale, it grades against challenger. Learners improve against the rubric you've built your program around.

The tool runs as a SCORM package, so it plugs into any LMS without needing a separate login. Learners click through from the module like any other piece of content, and the tool already knows who they are. All the scores and activity data report back through SCORM to whatever reporting setup you already use. Nothing ends up in a separate app.

I scored 7% on the demo run. The AI also said no, the buyer wouldn't have moved to the next stage. Which I'll take, given I was showing off the tool rather than trying to close.

If you run sales training and want to see this inside your own course, happy to jump on a call.