Practice isn’t just about repetition. It’s about growth and development. AI role plays can be powerful tools for improving seller performance, but only if they are designed with the seller in mind. It’s long past the time to ditch surveillance and leverage the science of learning to create an environment where sellers thrive.
What’s wrong with Surveillance?
Training should empower, not intimidate. AI role plays should be tools for sellers to enhance their skills, not as a way for managers to keep tabs on their every move. When sellers know training is designed to support them rather than control them or catch them doing something wrong, they can practice more freely and effectively.
Sellers can tell when training and tools are designed to support managers and leaders or whether they are designed to help them thrive.
How do Adults Learn?
Adult learners thrive when training is private, flexible, and safe. Adults learn best in environments where they feel safe to experiment and make mistakes. Effective training programs recognize that adults need and expect autonomy and respect in their learning process.
Practice in Private
Successful training happens when sellers feel comfortable and distractions are minimized. AI role plays should allow sellers to practice in private, at their own pace, and in a location that suits them. This flexibility not only respects their time and space but also encourages more consistent and focused practice.
Safe Environments are Safe Harbors for Experimentation and Innovation
New sellers struggle with confidence and experienced sellers often have big egos. Neither one of these groups want to practice and fail in front of anyone. They want time to master a new concept or skill before showcasing their ability in front of their managers, peers or customers.
Mastering the sales conversation means taking risks and trying new things. This innovation in technique happens in safe spaces. Sellers need to feel that they can test out new strategies and techniques without the fear of immediate judgment, otherwise they will be distracted and reluctant to practice. They may even harbor negative feelings toward the organization, the role and the manager who forces them into these situations. AI role plays should provide a safe environment where sellers can take risks, try different approaches, and learn from their experiences with feedback that is privately delivered to them.
Moving Beyond Compulsory Training
Training that feels compulsory is training that gets ignored. When AI role plays are designed primarily for oversight, sellers view them as a chore rather than a valuable tool. This mindset leads to disengagement and a lack of genuine improvement. Training should feel like an opportunity, not an obligation.
The Power of Autonomy
Autonomy in training leads to greater engagement and better results. Giving sellers control over their training sessions—when, where, and how they practice—boosts their commitment, motivation, and performance. When sellers feel empowered, they’re more likely to invest time and effort into their development.
Real growth happens when sellers are free to fail and learn. The pressure of constant oversight can stifle creativity and hinder progress. Sellers need the freedom to fail, learn, and improve at their own pace. AI role plays that prioritize this freedom, development and follow self-directed learning principles help sellers build confidence and competence.
AI role plays hold incredible potential as tools for improving seller performance, but only when designed with the seller’s needs at the forefront. By embracing the science of adult learning and providing a safe, flexible environment for practice, we can transform training from a compulsory activity into a powerful engine for growth and success. Training that respects and empowers adult learners leads to better engagement and long-term success.
Let’s move beyond surveillance and create AI role plays that truly empower our sellers to reach their full potential. When training is designed for the learner, everyone wins.