8 Sales Role Play Exercises to Prepare Your Team for the ...

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1. Use a scale of 1–10 for each category. “As you work through your role-play schedule, look for a pattern of positive improvement (or negative). Trust me, it will emerge.” You can also aggregate these scores and create an overall performance matrix to classify capabilities. This also provides opportunities for competitions and incentives tied to intentional improvement.

   In Ramp measurement

2. The manager gathers the team and exclaims (with just a bit too much excitement) the plan to do some role-playing. “The first exercise covers the most obvious objections that everybody already knows how to handle.” The second exercise is too fake to learn from. The third is worse.

   In Roleplay and simulation

3. The first exercise covers the most obvious objections that everybody already knows how to handle. “The second exercise is too fake to learn from. The third is worse.” What follows is a poorly structured, incredibly awkward, and minimally effective goof-off session.

   In Roleplay and simulation

4. The second exercise is too fake to learn from. The third is worse. “What follows is a poorly structured, incredibly awkward, and minimally effective goof-off session.” Role-play exercises are crucial to developing strong conversational tactics and messaging delivery. It’s mind-blowing how little attention is paid to doing them right.

   In Roleplay and simulation

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