“Revenue leaders need teams that show up confident and prepared for high-stakes conversations,” said Varun Puri, co-founder and CEO of Yoodli. “For us, being included in this Forrester overview confirms what we’re seeing with customers like Google Cloud and Snowflake: experiential learning through AI roleplays is changing how organizations build readiness at scale.”
Yoodli replaces passive training with 24/7 AI-powered practice for discovery calls, objection handling, and demos. Google Cloud certified 15,000+ reps without scaling enablement headcount, while Snowflake recovered 1,600+ manager hours per quarter through the platform.
The full report is available to Forrester clients and for purchase here.
Required Disclaimer: Forrester does not endorse any company, product, brand, or service included in its research publications and does not advise any person to select the products or services of any company or brand based on the ratings included in such publications. Information is based on the best available resources. Opinions reflect judgment at the time and are subject to change. For more information, read about Forrester’s objectivity at https://www.forrester.com/policies/objectivity/.
About YoodliFounded in 2021 in Seattle, Washington, Yoodli is an AI-powered experiential learning platform that helps people practice and improve communication skills through personalized AI roleplays, adaptive coaching, and real-time feedback. Trusted by enterprises worldwide, Yoodli enables learners to build confidence, measure progress, and perform when it matters most. Learn more at yoodli.ai or visit us on LinkedIn.
TL;DR: Snowflake streamlined its global sales coaching program using Yoodli AI Roleplays, eliminating ~1,215 hours of manager grading time per quarter, saving nearly $700K annually (based on Yoodli’s estimated hourly rate of $145), while getting nearly 3,000 sellers pitch-ready within minutes using self-paced, AI-powered training. Reps mastered key messaging and objection handling quickly and independently, boosting confidence and consistency across nearly 3,000 global sellers. With Yoodli’s real-time feedback, reps ramped faster, practiced more often, and enablement scaled like never before.
Background
Snowflake, the AI Data Cloud company, was looking to streamline and modernize its sales training efforts. With hundreds of sales reps and district managers (DMs) across the globe, the Sales Enablement team faced mounting challenges in scaling coaching while maintaining consistency and quality across languages, time zones, and styles. Traditional roleplay-based enablement programs were heavily dependent on human grading and inconsistent coaching experiences, creating bottlenecks in manager productivity and skill development.
The Challenge
Snowflake’s Sales Enablement team focused on optimizing its processes to scale training effectively while reducing the time spent reviewing sales submissions.
Manager Time Sinks: 162 DMs were spending an estimated average of 7.5 hours each per quarter grading pitch and roleplay submissions, equating to 1,215 hours.
Subjectivity & Inconsistent Pitch Readiness Times: Grading and feedback varied widely between DMs and regions, leading to inconsistent coaching experiences, non-uniform adoption of messaging, and varied pitch readiness timelines (35 – 40 min on average).
Lack of Real-Time Feedback: Reps couldn’t get immediate input to iterate quickly, improve practice quality and accelerate skill growth.
Global Scale Issues: Snowflake needed a solution that worked across geographies, languages, and seller types without requiring 1:1 manager involvement.
The Solution
Snowflake collaborated with Yoodli to revamp Snowflake’s 2025 Q1 sales enablement. Their aim: automate roleplay grading and deliver standardized, real-time coaching at scale. The rollout included:
Updated Messaging Deck Training: Reps were trained and certified on the “Why Snowflake?” pitch and objection handling, reflecting the latest GTM messaging.
AI-Driven Pitch and Objection-Handling Roleplays: Reps practiced a guided pitch, followed by an objection-handling simulation with industry and style-specific variants.
Automated Scoring & Feedback: Yoodli provided real-time, rubric-based feedback in the rep’s native language, eliminating manual grading while enhancing quality and consistency.
Self-Service Practice: Reps completed exercises on their own schedule, requiring minimal enablement oversight but yielding strong engagement.
Why Yoodli?
After evaluating 5+ vendors across 5 categories, Snowflake chose Yoodli for its:
Natural Conversational UX: Felt intuitive and stress-free for reps.
Best-in-Class AI: Most realistic simulation and accurate coaching of all vendors tested.
Scalability: Easily accommodated 3,000+ users across functions, regions, and experience levels.
Strong Product-Market Fit: Outperformed industry-benchmarked LMS tools and filled the coaching gap left by standard conversation/call intelligence tools.
“One of our biggest challenges was ensuring consistent, high-quality coaching across a global sales org while rolling out a major messaging update. Traditional methods just didn’t scale—and reps weren’t getting the timely feedback they needed to build confidence. We chose Yoodli because it delivered natural, AI-driven practice at scale. The experience was intuitive, the feedback was instant, and the support from the Yoodli team was exceptional. Our reps loved it—and we were able to get thousands of sellers pitch-ready, quickly and consistently, without overloading our managers.”— Nathan Irby, Principal Technical Platform Enablement Strategist at Snowflake
The Results
The impact was clear:
1,215 Manager Hours Reclaimed in One Quarter: Snowflake’s 162 DMs previously spent around 7.5 hours on average each grading rep submissions. By fully automating this process with Yoodli, 1,215 hours of quarterly review time were freed up so DMs could redirect their efforts to more impactful and strategic initiatives.
Over $170,000 Saved Quarterly Across the Field Org: Based on Yoodli’s estimated hourly rate of $145 per DM, this translates to $176,175 per quarter—projected to over $700k annually—in cost savings. DM’s regained an estimated average of 7.5 hours per quarter.
Irby: “The feedback from our district managers on Yoodli has been compelling. They’re sharing that their teams are actively building out practical simulations, like cold call scenarios. One manager even noted he’s personally used the objection handling module repeatedly, stressing its value in building ‘muscle memory’ for critical conversations.”
Accelerated Mastery through Self-Paced Practice: Reps reached competency faster thanks to on-demand AI coaching:
“Why Snowflake?” Pitch: completed in 14 minuteson average, with just 1.3 attempts to pass
Objection handling roleplay: completed in 8 minutes, requiring 3.3 attempts—demonstrating thoughtful learning and growth
This tight feedback loop allowed reps to self-correct, repeat practice, and build confidence in a safe, manager-free environment.
According to Nathan Irby: “The user feedback highlights a key success metric: confidence. We’re hearing that our people are practicing on their own initiative until they feel ready. They aren’t just completing an assignment; they are motivated to keep practicing to get sharper.”
94% Completion: Snowflake certified nearly 3,000 sellers and managers (94% of target audience) through Yoodli in just a few weeks. CSAT hit 85%, and reps began organically using Yoodli for additional scenarios—like cold call practice and tough internal conversations.
Conclusion
By using Yoodli, Snowflake unlocked a scalable, AI-powered coaching solution that accelerated rep ramp time, eliminated ~1,215 hours of manual grading per quarter, and saved an estimated $170K quarterly. With real-time feedback, global consistency, and high rep engagement, Yoodli is now a core part of Snowflake’s enablement strategy—empowering sellers to learn faster, perform better, and practice with confidence.
In the next phase of the rollout, Yoodli will be fully integrated into Snowflake’s enablement charter and deployed across BDRs, AEs, and Solutions Engineers. This expansion will establish a consistent framework for practice and feedback, enabling Snowflake to track and report on tangible improvements in selling skills and directly connect enablement initiatives to measurable business outcomes.
IGNITE, the applied-learning consultancy that helps sales and leadership teams drive lasting behavior change, has partnered with Yoodli, the AI roleplay platform, to scale coaching and performance across global Leadership & go-to-market (GTM) teams. This collaboration brings IGNITE’s proven Human Engagement Mastery Academy’s & performance expertise together with Yoodli’s generative AI roleplay platform.
A New Era for Leadership Development, Human Engagement & Sales Mastery
IGNITE has long supported C-level executives, Emerging, Established Leaders, and GTM teams with personalized programs that continue learning beyond the classroom or workshop. The IGNITE SPEND Sales Mastery & ASPIRE Leadership Academy programs combine consulting, immersive training, habit development, and AI-driven micro‑learning. By integrating Yoodli into its Academy Programs, IGNITE already delivers high-fidelity coaching & customized Human Engagement experiences well beyond the classroom. Participants can reinforce IGNITE’s Human Engagement C.L.U.E. methodology in each Academy (Communication, Listening, Understanding, Empathy), through repeatable, AI-powered roleplays that reflect common conversations such as discovery calls, value articulation & both internal or external stakeholder engagements anytime, anywhere.
Empowering Sales Teams with Scalable AI Coaching
IGNITE’s partnership with Yoodli empowers Leaders and GTM teams to:
Master Business Outcome-Focused Human Engagements: Practice real-world scenarios by mastering soft skills like active listening, empathy first, discovery, inquiry, negotiation, questioning techniques, and closing.
Build Human Engagement Confidence & Emotional Intelligence: Identify Strengths plus opportunities for development like Hone listening skills, Emotional cue detection, EQ balance of application & adaptive responses.
Reinforce Learning Through Practice: Reinforce classroom learning with on-demand simulation and instant guidance via customized real-life customer scenarios.
Scale Excellence Across Regions and Roles: Bring high-fidelity coaching & repeated practice capability to support mastery across global teams.
Executive Voices on the Collaboration
Team IGNITE is excited to enter this important partnership in Human Engagement & Performance Development with Yoodli, said Paul McLean, Founder & CEO of IGNITE PERFORMANCE. By being able to seamlessly integrate Yoodli into our multiple Human Engagement Mastery Academy programs, our clients are already witnessing the benefits of this incredible technology as one of the key elements to mastering the right Human Engagement habits for sustainable Individual & team success. Our clients are raving about Yoodli –
“I loved using the AI to practice. As I said, you learn how to deal with curveballs by having someone throw repeated curveballs at you. A great repeated exercise to learn and adapt to active listening and use other traits that we learned as part of establishing the right Human Engagement Habits.”
“Yoodli is thrilled to partner with IGNITE PERFORMANCE to bring generative AI coaching & Simulation practice to their clients Leadership & GTM teams worldwide,” said Varun Puri, CEO at Yoodli. “Combining IGNITE’s multi‑dimensional ASPIRE Leadership & SPEND Sales Mastery Academy approach with our AI‑powered roleplays delivers a powerful new tool for human engagement mastery.”
About IGNITE PERFORMANCE
IGNITE PERFORMANCE FZCO is an outcome-driven human engagement consultancy offering coaching, experiential training, and behavioral‑change programs for individuals, teams, and enterprises. Their ASPIRE & SPEND Academy’s combine consulting, immersive learning & AI-supported micro‑learning to enhance Leadership and GTM performance. IGNITE’s global team includes Master Facilitators, Executive Coaches, including Learning Experts across Human Behaviour & Engagement. Learn more at 1gnite.me.
About Yoodli
Yoodli is an AI-powered roleplay simulator that enables professionals and go-to-market teams to develop communication skills through private, real-time, and judgment-free coaching. Trusted by Fortune 100 companies, Yoodli supports training in sales, leadership, presentations, customer engagement, and more. Learn more atyoodli.ai.
TL;DR: RingCentral transformed its customer support onboarding by integrating Yoodli AI Roleplays. The company reduced call certification time from a full 8-hour shift to just one hour, achieving a 90% time savings. With realistic AI-powered conversations and automated feedback, RingCentral saw significant improvements in new hire readiness and call management skills.
Background
RingCentral, a global leader in cloud-based business communications, places a strong emphasis on delivering top-tier customer service. The onboarding team plays a crucial role in preparing new hires for live customer interactions. Historically, certifying mock calls required managers to manually observe and grade each session. This process could take up to 9 hours per new agent.
Challenge
The RingCentral onboarding team faced several key hurdles:
Manual Certification Bottlenecks: Trainers were spending full workdays evaluating mock calls, which slowed down onboarding velocity.
Scalability Limitations: As RingCentral grew, so did the number of new hires. This created capacity challenges and delayed training milestones.
Stale Scenarios: Static scripts did not reflect real-world customer challenges, which limited the effectiveness of practice sessions.
To scale efficiently and maintain training quality, the team needed a faster, smarter, and more realistic way to certify new agents.
The Solution
RingCentral partnered with Yoodli to revamp its mock call certification process. Yoodli’s AI-powered roleplay platform provided:
Realistic Simulations: Custom-built AI roleplays mimicked true-to-life customer-agent conversations, increasing the relevance of training.
Automated Feedback: New hires received instant performance scores and coaching tips across key areas such as tone, clarity, empathy, and issue resolution.
Time-Efficient Oversight: Supervisors used performance dashboards to track trends and review only the cases that needed human attention.
Implementation
The transition to Yoodli was fast and seamless:
Custom Roleplay Scenarios: RingCentral’s training team worked with Yoodli to design roleplays based on actual support conversations and pain points.
AI-Powered Certification: Trainees completed their mock calls in the Yoodli platform. They received immediate feedback and could retry until they met the quality standard.
Strategic Supervision: Managers shifted from full-length reviews to overseeing insights from the AI-generated evaluations, which saved time and allowed for more focused coaching.
Results
RingCentral quickly realized several key benefits:
90% Reduction in Certification Time: Certification duration dropped from 9 hours to just 1 hour per agent, streamlining the customer support onboarding process and accelerating time to proficiency.
Up to 7 Hours Saved Per Certification for Managers and Enablement Teams: By replacing manual call reviews with automated AI evaluations, RingCentral’s training leads and supervisors saved up to 7 hours per certification. This freed up critical time for high-value coaching and strategic enablement activities.
Improved Call Readiness Among New Hires: With realistic AI roleplays and real-time feedback, new support agents built stronger call handling skills earlier in their training, leading to increased confidence and performance on live calls.
Scalable Training Program Without Compromising Quality: The enablement team expanded its onboarding capacity and supported more new hires without exhausting internal resources creating a scalable, future-ready training infrastructure.
Conclusion
By adopting Yoodli, RingCentral made its onboarding program significantly more efficient. The company saved time, improved skill development, and created a more scalable process for certifying mock calls. What once took an entire shift now takes just one hour, allowing RingCentral to ramp up new agents with greater speed and confidence.
At Yoodli, we’re constantly amazed by how our users push the boundaries of what’s possible with AI Roleplays. Every so often, a use case comes along that’s not just smart – it’s inspiring.
Enter the Psych 101 Office Hours Roleplay: a dynamic, memory-enabled, multipersona tutoring simulation that brings classroom learning to life. Designed for students seeking extra support in foundational psychology, this roleplay does more than drill facts. It thinks with you, remembers your progress, and offers a truly humanlike coaching experience – no appointment necessary.
The Challenge: Making Tutoring Accessible, Engaging, and Effective
Psych 101 is a gateway course that can feel overwhelming, especially when students are learning on their own. Traditional tutoring isn’t always accessible. Students may face time constraints, cost barriers, or anxiety about asking for help.
That’s where this AI roleplay comes in.
Rather than simply quizzing a user, it engages them in conversation. The goal being to prompt critical thinking (“How would you explain classical conditioning?”), then gently nudges and corrects when needed. The tone is encouraging, not evaluative. It creates a safe space for students to test their knowledge and reinforce learning.
Dual Support: The Professor and the TA
What makes this roleplay especially effective is its use of multipersona simulation – one of Yoodli’s latest innovations. Students interact with two AI personas:
The Professor: Energetic, animated, and full of analogies. Think of that one professor who could make synaptic transmission sound like a rock concert.
The TA: Thoughtful, calm, and deeply empathetic. A coach who listens carefully and offers reflective follow-ups.
Together, they model different ways of understanding – balancing high-energy engagement with emotional reassurance. It’s not just tutoring. It’s a real-time lesson in how different communication styles support learning.
Picking Up Where You Left Off: Roleplay Memory in Action
Let’s say a student dives into a late-night study session and has to pause mid-topic. When they return days later, the Roleplay Memory feature remembers where they left off. No need to reintroduce themselves or repeat answers — it’s all stored.
This is a game-changer for learning. It allows students to:
Revisit how they explained key terms like “brain vs behavior”
Reflect on earlier mistakes or hesitations
Seamlessly build knowledge across sessions
It’s personalized learning at scale.
Why This Matters
For students, juggling their responsibilities, this roleplay is a tutor that’s always available, always patient, and always invested in their growth. It offers:
Psychological safety: No fear of being “wrong”
Just-in-time support: Learn when motivation strikes
Long-term gains: Retain concepts through active retrieval and feedback
It also showcases how Yoodli’s core technologies — Roleplay Memory and Multipersona — are more than technical upgrades. They’re building blocks for deeply human experiences in learning, coaching, and beyond.
What’s Next?
The Psych 101 Office Hours AI roleplay is already inspiring new ideas: study groups with rotating personas, live feedback on writing prompts, even simulations of difficult conversations in peer mentoring.
If you’re thinking about how to make learning stick – whether you’re in education, enablement, or training – this is your blueprint.
Want to try something like this for your team or classroom?
In today’s fast-paced business environment, knowing the material isn’t enough. To truly be effective—whether you’re pitching a new product, handling objections, coaching your team, or delivering a customer demo—you need to be able to communicate clearly, confidently, and consistently. That’s where Yoodli AI Roleplays come in.
The Problem: The Communication Skills Gap
Traditional learning often stops at knowledge checks, quizzes, or static videos. While those have their place, they rarely prepare learners for real-world conversations. Many organizations struggle with:
Limited coaching bandwidth, making it hard to scale one-on-one support.
Inconsistent messaging, especially across distributed teams or complex product lines.
Poor practice-to-performance pipelines, where learners may “pass” training but aren’t ready to engage in live conversations.
These gaps slow down onboarding, limit performance, and put strain on enablement and management teams alike.
The Solution: Experiential Learning with Yoodli
Yoodli is an AI-powered roleplay tool designed to help people practice speaking in realistic, simulated environments. Think of it as Grammarly for speech—providing real-time feedback on tone, content, pacing, and delivery.
Learners can engage in fully customizable roleplays tailored to their industry, product, or audience. Whether it’s:
Practicing a product pitch
Navigating tough objections
Preparing for a high-stakes presentation
Coaching team members
Reinforcing certification training
Yoodli gives learners a safe, judgment-free space to practice until they’re ready for the real thing. They receive instant, goal-based feedback on everything from communication frameworks (e.g., MEDDIC, BANT, GROW) to tone of voice and message clarity.
Making Practice Scalable: The Power of Integration with Intellum
Thanks to a strategic partnership between Intellum and Yoodli, these roleplays are now natively integrated into the Intellum Platform. That means:
Learners access roleplays directly within the LMS—no context-switching or logins required.
Admins can track learner performance and completion in real time.
AI feedback complements traditional eLearning, turning passive knowledge into active skill.
This partnership introduces a seamless way to scale experiential learning across the entire organization, including sales enablement, onboarding, compliance, partner training, and more.
Real Impact, Measurable Results
Customers using Yoodli through Intellum have reported:
40% efficiency improvement (time savings)
92% CSAT
20%+ higher than average training completion
3.3X improvement in quota through AI roleplays
They’ve also been able to:
Improve messaging consistency across teams and regions.
Decrease ramp times for new hires, thanks to self-paced practice.
Reduce coaching load for managers, with AI handling foundational feedback.
Increase engagement, with learners repeating roleplays multiple times and competing on leaderboards.
And perhaps most importantly, learners walk away more confident. Because they’ve practiced. They’ve been challenged. And they’re ready.
The Future of Learning Is Conversational
Learning is more than acquiring knowledge. It’s about applying that knowledge in real-world scenarios, with the confidence and clarity to succeed. Yoodli, in partnership with Intellum, is leading the way in this new era of experiential, AI-enhanced learning.
If you’re ready to turn your training programs into skill-building powerhouses, Yoodli + Intellum is the combo to watch.
If you’re looking to boost team alignment and performance, leveraging AI roleplays for GTM enablement is a worthwhile strategy.
Our in-depth guide will explain everything you need to know about this type of roleplaying, including how it works for go-to-market success, as well as its benefits, how to design an effective roleplay, important ROI considerations, and specific roleplay scenarios to explore with your team.
What Is GTM Enablement and Why Does It Matter?
GTM enablement — AKA go-to-market enablement — includes the resources, knowledge, and tools needed for a GTM team to be successful. Enablement for GTM teams helps all teams deepen their understanding of the solution they’re selling while also giving them the tools they need to provide a more seamless experience for the customer.
Why is GTM enablement important?
GTM enablement is important because it helps companies successfully launch and sell goods or services. Investing in your workforce through GTM enablement can make a huge difference not only in sales, but also in market agility and the overall experience for your client base.
How Roleplays for GTM Enablement Can Lead to Success
Training and skill development are essential for the overall success of go-to-market teams. Leveraging upskilling for your employees, along with other training techniques, can transform how your GTM team functions. One underrated method for training teams is through roleplay.
Roleplays can address common challenges faced by GTM teams and can drive revenue growth for a brand. Not only that, but it’s a more cost-effective means of investing in your teams’ abilities than typical traditional training methods.
Plus, there are tons of other benefits that come with using role plays for GTM enablement.
Top Benefits of Using Roleplays for GTM Enablement
If you’re looking to strengthen your GTM teams’ skills through roleplay, chances are, you’ll start to see improvements right away. Here are some of the top benefits to expect when you start leveraging roleplays for GTM enablement.
Faster onboarding for GTM teams
One of the best benefits of using roleplays for GTM enablement is faster onboarding for go-to-market teams. Leveraging targeted simulations and roleplays can cut ramp time for new hires and help them feel more comfortable as they learn. Teams can experiment with different onboarding roleplay scenarios that provide “hands-on” experience without the risk of losing opportunities or clients.
Onboarding roleplay scenarios also offer a good opportunity for new hires to get on the same page as everyone else when it comes to brand messaging.
Improved collaboration skills
By using roleplays for GTM enablement, brands can boost the GTM alignment amongst teams like sales, product, and marketing. Improving the collaboration skills of these teams will help break down any existing silos while also building trust and rapport among them.
After all, teams that work better together sell better together.
Boosted confidence
Even the most seasoned team members can experience a lack of confidence when communicating across teams or with stakeholders. Luckily, roleplaying in a safe environment can actually boost the confidence of GTM teams.
Roleplays for GTM enablement let your employees make mistakes in a safe environment without worrying about losing clients or deals. They can experiment with different sales frameworks, specific situations, and strategies without fear of failure. Being able to think on your feet during unexpected situations can also boost the confidence of your teams.
Better overall communication skills
Because roleplays for GTM enablement provide a safe space for employees to practice their interactions, improved communication skills is one of the first benefits you’ll notice. Your employees will get to work on essential communication skills like active listening, conflict resolution, and clear, concise communication. Plus, the renewed sense of confidence reps will experience only fuels their improvements in their ability to successfully interact with stakeholders.
Improved audience targeting
Last but certainly not least, using roleplays in your GTM strategy can improve audience targeting. Your GTM team members can practice using consistent messaging, especially when it comes to articulating the solution’s value proposition. This helps teams stay on the same page regarding specific initiatives and campaigns and their respective goals.
How to Leverage Roleplays for GTM Enablement With Yoodli
No matter what goals you have for your GTM team, there’s no better solution that offers roleplays for GTM enablement than Yoodli.
Yoodli is an AI-powered GTM enablement tool and communication coach that offers next-level roleplay to improve the skills and functioning of your GTM teams. Companies like Google, Korn Ferry, and Dale Carnegie already use Yoodli to decrease ramp and boost revenue growth.
It works like this. Yoodli’s intuitive platform hosts a wide variety of existing roleplay scenarios that GTM teams can choose from. Whether you’d like your teams to practice small talk, interacting with stakeholders, public speaking, or product launches, Yoodli has the roleplay scenarios.
The best part? Employees and team leads can even ideate and bring their own roleplay scenarios to life using Yoodli’s Builder tool to practice unique, specific situations.
Once your team members have a scenario, they’ll engage in back-and-forth conversation with an AI-generated partner. In real-world situations, GTM teams encounter people with different personalities, from all walks of life. With Yoodli, teams can choose from a long list of personalities and moods — from frustrated to professional to friendly and everything in between — to get the most realistic practice.
Easily have your teams practice roleplays for GTM enablement with Yoodli’s platform.
But Yoodli isn’t just a platform for roleplaying. It’s also a tried-and-true speech coach that pinpoints areas that GTM teams can work on based on how their roleplay goes. Employees and team leads will receive an in-depth report with specific insights on their delivery, listening, and speech patterns. This allows teams to skip the guesswork of where they need to improve and go directly to improving based on Yoodli’s actionable feedback.
Admin can take advantage of Yoodli’s customization capabilities to adapt it for their own use cases based on their brand’s methodology. Unlike other options, Yoodli’s enterprise-grade privacy — with SOC 2 Type 2, GDPR, and more — puts your security first.
Why wait? Dive into the power of roleplays for GTM enablement with Yoodli and get started for free at https://yoodli.ai/.
Designing Your Own Roleplays for GTM Enablement in 3 Easy Steps
The benefits of roleplaying for enablement are only as substantial as the roleplay itself. Whether you’re conducting some peer-to-peer roleplays or using a tool like Yoodli, here’s how you can design your own roleplays for GTM enablement in just three simple steps.
1. Ideate some essential roleplay scenarios.
First and foremost, brainstorm some key roleplay scenarios your GTM teams face. Think about your teams’ goals and company-wide objectives. Are there specific areas where you see teams struggling? This can be a great place to start when it comes to brainstorming scenarios.
Home in on situations that your teams are most likely to face. For example, contract negotiations or cold calling may be scenarios that you see your employees struggle with. Start there and branch out as you see fit. You can continually expand on more complex, nuanced, and specific scenarios later on.
2. Take time to make sure your roleplays are as realistic as possible.
Of course, you’ll want to make sure your roleplays for GTM enablement are as realistic as possible. Having your team practice with unrealistic, unlikely scenarios isn’t helpful. You can leverage real-world data to inform the roleplay (as well as technology) to design the most realistic roleplay.
For example, AI roleplays often provide a practical way for teams to practice since they offer live interactions that feel more “real.”
3. Track key metrics to ensure your roleplays are successful.
Part of designing your own roleplays for GTM enablement includes tracking metrics to make sure they’re successful. At the end of the day, the benefits your teams reap totally depend on the effectiveness of the roleplay.
For example, after implementing roleplay as part of your GMT enablement strategy, you can:
Track metrics like customer satisfaction rates, conversion rates, and deal velocity
Measure improvements in your GTM teams’ skills with pre- and post-roleplay evaluations
Get feedback from team members to inform future roleplay
The ROI of Roleplays for GTM Enablement
When you commit to using a tool like roleplays for GTM enablement, your investment can translate to measurable success for your go-to-market teams. As mentioned above, there are a plethora of advantages and key benefits that come with this type of training.
When it comes to the return on investment (ROI), here are some examples of returns you’ll see for your teams.
Improved customer satisfaction and retention rates
For GTM teams, the roleplays you conduct won’t just be about improving your reps’ ability to sell — They’ll also help your teams learn to communicate better. This can translate to better customer satisfaction and retention rates. That’s because roleplays for GTM enablement give your teams a chance to work on identifying the needs of your customer base and meeting those needs with efficiency.
GTM teams will also be able to work on their empathy and rapport-building through roleplay to establish stronger bonds with customers and key stakeholders. When employees can manage post-sale interactions with confidence and grace, there’s a higher chance of long-term loyalty and trust with those customers.
Better sales conversion rates
Not surprisingly, increased sales conversation rates is one of the most sought-after returns from roleplays for GTM enablement, and for good reason. Investing in your GTM team through training opportunities like sales roleplays can help your reps practice common skills like negotiating, customer discovery, cold calling, objection handling, and even sales prospecting.
One of the best things about roleplays for GTM enablement is that they allow companies to have a controlled environment where they can assess team performance. Managers who can evaluate team performance and deliver constructive, routine feedback can, in turn, boost both individual and teams-wide performance.
For example, following an investment in roleplays for GTM enablement, team leads might see improvements in metrics like deal progression and time-to-first-response as teams enhance their strategies.
4 Key Roleplay Scenarios for GTM Enablement
If you’re looking for some inspiration in designing your roleplays for GTM enablement, you’re in the right place. Here are four essential roleplay scenarios that’ll help your teams become more aligned while also improving their interactions with stakeholders.
Product launches and sales pitches
One of the most common scenarios for GTM enablement involves product launches or sales pitches to key stakeholders. This kind of scenario will help prep your GTM teams to present pitches and launch products with engaging, cohesive messaging.
Assign your teams to pitch or launch a new product to various stakeholders. For example, maybe you have your team pitch to disinterested potential customers, brand partners, or C-suite executives. This roleplay scenario will help teams understand how to communicate the value proposition, ROI, and top features to different audiences.
Depending on the exact roleplay, you could also have someone ask technical questions about the product to keep your team members on their toes.
Refining the value proposition
In a similar vein, another key roleplay scenario for GTM teams involves refining and enhancing the value proposition. Knowing how to articulate how your product or service stands out from the crowd is an essential skill — one that can be honed through roleplays for GTM enablement.
For example, have your team practice communicating how their solution is better at solving customer issues than competing models. You can leverage various customer “personas” to have your reps practice explaining to different audiences.
This type of scenario can help your team members understand how to cater to different types of customers.
GTM alignment meetings
When it comes to GTM alignment, one common scenario you can leverage is GTM alignment meetings. This type of scenario can help nurture teamwork and collaboration between different teams like marketing, customer success, and sales to make sure the communication and messaging are consistent and on-brand.
There are many ways to conduct a GTM alignment meeting roleplay, but in general, the idea is to recreate an environment where these various teams collaborate and share their challenges, ideas, and priorities to explore common ground.
Have your team members focus on a specific scenario, like a new campaign or product launch. From there, they can practice particular challenges like breaking down silos, conflict resolution in the face of misunderstandings, and other common situations.
Objection handling
For sales teams in particular, objection handling is a skill that warrants constant practice and refinement. Although you can’t anticipate every objection a customer might have, you can prep for some of the most common objections by giving your team methods to address them.
For example, teach your reps how to reframe objections as opportunities with specific customer concerns. Some of the most common objections like timing or pricing are great places to start. You can have your team roleplay with different personalities with Yoodli so they get experience with frustrated clients, stressed prospects, and disinterested leads. That way, they’ll be more equipped to handle these situations when they inevitably crop up.
The Bottom Line
Regardless of where your go-to-market teams’ skills are at, investing in roleplays for GTM enablement can take your brand to the next level. From prepping for specific situations to boosting your employees’ confidence, roleplaying is a great, risk-free way of doing so. Plus, with an AI-powered tool like Yoodli, you leverage the most realistic roleplays to get your team where they need to be.
