Use roleplaying to train your salespeople
from Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross, Marylou Tyler
How to Apply This
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Create a scenario and describe it to the team involved in the training.
For example, you could describe a scenario where a sales development representative has to make a call to a prospective client such as General Electric. -
Select a trainee.
It could be someone who already has a high position or more experience in the company. -
Select one or more people to pretend to be the prospect company.
You can have different people in different roles on a single call/demo, such as CEO, VP Sales, etc. -
Send the person to be trained in another room.
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The sales team and everyone else who wants to listen goes into a conference room.
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The trainee dials into the conference room, and the roleplaying starts!
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