How AI-Powered Roleplays Are Reinventing Sales Training
Insights from the AI Sales Summit, featuring Lisa Ellis (Sandler) and Varun Puri (Yoodli)
In sports, music, medicine—and even acting—practice is non-negotiable. Lebron James practices. Scarlett Johansson rehearses. Astronauts simulate.
But in sales? We often skip the reps. We assume talking is enough.
At the recent AI Sales Summit, Lisa Ellis, Head of Product at Sandler, and Varun Puri, CEO of Yoodli, issued a wake-up call:
“Elite performance requires relentless practice. So why don’t salespeople practice like elites?”
Their solution: AI-powered sales roleplays—private, judgment-free, real-time simulations that offer precise, actionable feedback.
🚫 The Problem with Traditional Sales Training
Let’s be honest. Most reps don’t rehearse because:
- It’s awkward (especially with a manager watching)
- It’s time-consuming to coordinate
- It’s uncomfortable to watch yourself on video
And managers? They’re too stretched to provide consistent, structured coaching. That’s a big reason why training often doesn’t stick.
💡 The Breakthrough: AI Roleplays
That’s where the Sandler + Yoodli partnership shines.
Yoodli is like a private mirror for your pitch. Sellers can practice key skills (like Sandler’s Upfront Contract) with an AI avatar, receive instant coaching on tone, pacing, body language, and even conversational structure—then choose whether to share it with a manager.
✅ It’s private
✅ It’s scalable
✅ It works with Sandler’s proven methodology
And managers gain real-time performance insights—no more guesswork.
📈 Real Results from Real Teams
Companies like Google, Salesforce, Adobe, and Databricks are already integrating Yoodli for pitch practice, onboarding, and certification.
Sandler’s certification program used to rely on live roleplays. Now, global teams can practice and get certified faster—with data to prove skill mastery.
And it’s not just for new reps. Managers are using it. Customer success teams. Even families prepping for job interviews. The versatility is real.
🎭 Rehearsal = Confidence
One of the most powerful Sandler lessons?
“It’s not the feelings that influence the action. It’s the actions that influence the feelings.”
Repetition builds muscle. Confidence follows. Better conversations happen. Deals close.
Lisa Ellis put it perfectly:
“A good sales conversation is like a shirt. If you get the first button wrong, all the other buttons are off. The first button is always the Upfront Contract.”
🛠️ Takeaway: Build a Culture of Intentional Practice
If you want reps to show up sharp, give them a safe place to sharpen.
AI roleplays turn hope into habit. They don’t just reinforce skills. They change behavior.
🌐 Learn more about how Sandler and Yoodli are transforming sales coaching:
🔗 sandler.com
🔗 yoodli.ai
👏 Have you tried AI-powered roleplays yet? Drop your experience or questions in the comments below. Would love to hear how you train for more victories.