It’s difficult to imagine a better sales team than a prepared, engaged, thoughtful, available 24/7 role play partner that provides excellent feedback to sellers, while keeping track of their progress.

So, how can you get your sellers to use AI technologies to practice?  

AI technologies like AI role plays have the potential to revolutionize sales conversations, but their adoption won’t be successful or long lasting without alignment from leadership. When everyone is on the same page, from the top down, the training will not only meet the goals of the organization but also addresses the specific needs of sellers. When leaders prioritize and believe in the training and technology, it sets the tone for the organization.

A Unified Vision

How do you get everyone on the same page?  

The leadership vision should be clear and communicated effectively. This ensures that the training program aligns with organizational goals and the specific needs of the sales team. Each seller should understand how they fit into the bigger picture and what steps they need to take to align with the leadership vision. Unified goals lead to unified success. For instance, to create conversational mastery, a leader may ask that all sellers practice one role play each day, or provide an expectation for quantity and quality, such as 90% proficiency by the end of the week. This way all managers and sellers know exactly what is expected and it is easy to evaluate where any gaps exist.  

Addressing Skill Gaps

Effective training bridges the gap between current skills and desired performance. 

AI role plays should be designed to address the specific gaps in skills and abilities of sellers, not just knowledge. When training is targeted and relevant, it becomes a powerful tool for development. Training that addresses real needs gets real results. Too often companies focus on product training with features and benefits, rather than real conversational sales skills that can make or destroy a deal.

Making Training a Priority

Training should be seen as a top priority, not an afterthought. 

When leadership views training as essential, it influences the attitudes of the entire team. Prioritize training to prioritize success. Sales leaders and managers must demonstrate their commitment to the training for it to gain traction among sellers. A leader letting the team know that they’ve made a substantial investment in the training of the team can go a long way, especially when sellers understand that the training was designed to develop them, rather than a compliance mandate.  

The Importance of Buy-In

Leadership buy-in is the foundation of effective training. If leaders do not believe in the training and see its value, sellers will not take it seriously. When leaders believe, sellers achieve. It’s crucial for leadership to actively support and promote the training program. This comes from the very top of leadership and all the way down to field managers and top selling reps that others look up to. 

Engaging Sellers

Sellers follow the lead of their leaders. When training is championed by leadership, it encourages full participation from sellers. Engaged leaders create engaged sellers. This engagement is essential for the practice repetitions needed for success with AI role plays. 

Role plays should be updated regularly to reflect what is currently happening in conversations. Similarly the data analytics of role plays should be reviewed often to provide meaningful opportunities for development outside of the role play coaching. If role plays are not hitting the mark, sellers should have a direct line to the SME in charge to make changes. This gives sellers a sense of ownership and also signals to them that the training is made for their benefit.

Avoiding Limited Participation

Without strong leadership support, training programs suffer from lackluster engagement. Full buy-in leads to full potential. Ensuring that leadership is aligned and supportive prevents the training from being sidelined or ignored. Incentives for training to reach specific milestones can motivate behavior.

Building a Culture of Continuous Improvement and Learning

A culture of continuous improvement starts at the top. Leaders must foster an environment where training and development are valued and pursued. Continuous improvement requires continuous support. This means launching an initiative and making it a priority through messaging, incentivizing, oversight and accountability. 

Role plays should be aligned with changing customer demands and seller needs. They should reinforce the methodology adopted by the organization with thoughtful feedback that enhances selling skills, not just product knowledge. When leadership is committed, it cultivates a culture that embraces learning and growth.

The success of AI role plays in sales training is not just about the technology or the content. It’s about the alignment and support from leadership. Ensuring that everyone is on the same page and that the training aligns with organizational goals and seller needs, creates an environment where training is valued and effective and sellers feel valued and confident.

By fostering alignment and support from leadership, companies can ensure that AI role plays are not just a training tool, but a catalyst for growth and success in sales teams.