B-to-B sales organizations often struggle to create simulated environments that allow reps to practice customer interactions while managers validate their competence. Sales role-play programs address the need for simulated interactions, but too often focus on a single performance rather than the practice and feedback process. This brief examines factors that B-to-B sales functions must consider when developing role-play certifications, along with the characteristics of three major role-play formats.
Download this Research Brief to learn key factors in Role-Play formats that you should consider such as:
- Learning personas
- Learning tools
- Content complexity
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