Roleplay and practice
How to run a sales roleplay: a manager's guide
How to run a sales roleplay your team takes seriously: pick a format, write two briefs, play a believable buyer, score three behaviors and debrief well.
10 min read
Onboarding and coaching articles
New reps need two things early on: a clear picture of what a good call looks like, and plenty of low-stakes practice. These articles cover onboarding plans, coaching techniques and feedback, plus guides for candidates preparing for sales interviews.
Coaching works best when it's specific and frequent: a short session on one skill each week does more than a long review once a quarter. If you're preparing for an interview rather than running a team, the interview practice guides walk through the roleplay round step by step.
Every article on onboarding and coaching
43 articles- Onboarding and coaching
Sales Assessment Test: Question Types and How to Prepare
The four kinds of sales assessment test, original sample questions with the reasoning behind each answer, how roleplays are scored and a 3-day prep plan.
9 min read - Sales frameworks
Sales Call Checklist: Before, During and After
A practical sales call checklist: research, goal and agenda before the call, discovery and a next step during it, then notes, follow-up and a self-score.
9 min read - Onboarding and coaching
Sales coaching plan: a template and a weekly cadence
A one-page sales coaching plan template, a filled-in example, how to pick the one skill to coach next, and a weekly, monthly and quarterly cadence.
8 min read - Onboarding and coaching
Sales Coaching Questions: 40 to Ask in Your 1:1s
40 sales coaching questions for pipeline reviews, call reviews, skill building and blockers, plus a 1:1 template and how to pick questions from scorecards.
8 min read - Team performance
Sales kickoff ideas: 12 activities that build real skills
Practical sales kickoff ideas: skill sessions, a live roleplay competition with fair judging, planning sprints and a sample one-day SKO agenda.
10 min read - Onboarding and coaching
Sales onboarding checklist: a week-by-week plan for new reps
A week-by-week sales onboarding checklist for managers: what to set up before day one, what new reps do in weeks one to four, and who owns each step.
10 min read - Team performance
What to Include in a Sales Playbook (+ Template)
The 10 sections every sales playbook needs, an example table of contents, why playbooks go unused, and how to turn each section into practice for reps.
7 min read - Roleplay and practice
Sales roleplay scenarios for training: 12 for your team
Twelve sales roleplay scenarios managers can run with a team, each with a buyer brief, a goal and what to score, plus how to run a session that sticks.
10 min read - Onboarding and coaching
Sales Training Topics: 30 Ideas for Your Next Session
30 sales training topics grouped by skill, how to pick one from your call scorecards, and a 30-minute format: 10 minutes teach, 15 roleplay, 5 debrief.
9 min read - Onboarding and coaching
SDR training program: a 30-day plan for new SDRs
A 30-day SDR training program outline: a daily practice rhythm, what to teach each week, certification calls before live dials and what managers check.
9 min read - Onboarding and coaching
SDR vs BDR vs AE: Roles, Pay and Career Path
What SDRs, BDRs and account executives actually do, how their pay is usually structured, how to move from SDR to AE, and how to get hired.
10 min read - Onboarding and coaching
How Do You Measure Improvement in Sales Training?
How to tell whether sales training is working: the four levels of training measurement and the metrics that show ROI to leadership.
10 min read - Onboarding and coaching
How Do You Give Feedback on Sales Calls?
Giving feedback is an art. Learn how to critique sales calls without demoralizing your reps, using frameworks that encourage ownership.
9 min read - Sales frameworks
What Questions Are Asked in a Sales Interview?
25 common sales interview questions with example answers, answer frameworks, and tips for practicing them before the interview.
14 min read - Onboarding and coaching
How Can Reps Practice Objection Handling Regularly?
Objection handling is a perishable skill. A simple, low-friction routine that keeps your team's responses sharp without hours of manager time.
8 min read - Onboarding and coaching
How Can I Practice Sales Interview Answers Out Loud?
Master the art of speaking your interview answers aloud — eliminate filler words, improve delivery, and build the confidence that comes from real practice.
8 min read - Onboarding and coaching
What Is Sales Roleplay Training?
Sales roleplay means practicing sales conversations without risking real deals. The main types, the benefits and how to run good sessions.
8 min read - Onboarding and coaching
What Are Effective Sales Coaching Techniques?
Stop "telling" and start coaching. Discover the 5 most effective techniques used by elite sales managers to drive behavioral change and revenue growth.
12 min read - Onboarding and coaching
What Is a Mock Sales Interview?
Understand what mock interviews are, why they matter, and how to run an effective mock interview that simulates real interview conditions.
8 min read - Onboarding and coaching
What Are Common Behavioral Questions in Sales Interviews?
Common behavioral questions in sales interviews, with STAR-method example answers and what interviewers are listening for.
12 min read - Onboarding and coaching
What Makes Sales Training Effective?
Why some sales training sticks and most doesn't: four elements that separate training that changes behavior from workshops reps forget.
10 min read - Onboarding and coaching
What is the Best Way to Train New Sales Reps?
Sales training has moved beyond slide decks. A hybrid approach for new reps that mixes structured learning, roleplay practice and coaching.
13 min read - Buyer's guides
Platforms for Virtual Sales Coaching with AI
What to look for in AI virtual sales coaching platforms: live feedback, performance analytics and coaching that scales across a team.
12 min read - Onboarding and coaching
How Can AI Be Used for Sales Training?
How AI is used in sales training, from realistic roleplay with AI buyers to instant feedback that helps coaching reach the whole team.
9 min read - Onboarding and coaching
How Can I Practice for a Sales Interview at Home?
Set up a home practice routine for sales interviews: mock calls, recording yourself and roleplay techniques that prepare you for the real thing.
10 min read - Onboarding and coaching
How Do I Build Confidence Before a Sales Interview?
Conquer interview anxiety with proven techniques — mental preparation, power poses, and the mindset shifts that turn nervousness into performance energy.
10 min read - Onboarding and coaching
What Is the Difference Between Sales Training and Sales Coaching?
They are often used interchangeably, but they are opposites. Learn why confusing training with coaching is the reason your sales team isn't hitting quota.
9 min read - Sales frameworks
How Do I Prepare for a Sales Interview?
A step-by-step guide to acing your sales interview — from researching the company to practicing your pitch to handling curveball questions.
11 min read - Onboarding and coaching
How Do I Answer Objection-Handling Questions in Interviews?
How to answer objection-handling questions in sales interviews with the STAR framework, plus sample answers you can adapt.
9 min read - Onboarding and coaching
How Can Remote Teams Practice Sales Conversations?
Remote reps lose the hallway coaching an office gives them. Four ways to build a practice habit when you can't tap a colleague on the shoulder.
11 min read - Onboarding and coaching
How to Implement AI-Driven Sales Coaching in Your Team
A step-by-step implementation guide for rolling out AI-driven sales coaching across your team, from pilot planning to full-scale adoption.
11 min read - Sales frameworks
What Are the 5 Sales Techniques Every Rep Should Know?
Five essential sales techniques (consultative, SPIN, social, solution and challenger selling) and when to use each one to close more deals.
11 min read - AI training
Can AI Replace Traditional Sales Coaching and Role Play Training?
Can AI replace traditional sales coaching? Where AI roleplay works best, where human coaches still win, and how to balance the two.
9 min read - AI training
How Often Should Teams Use AI Sales Training to See Results?
Practical recommendations for how often to train with AI, how long sessions should be and practice patterns that help new skills stick.
7 min read - Buyer's guides
What is the Best AI Sales Training Software for Onboarding New Sales Reps?
How to pick AI sales training software for onboarding new reps: what shortens ramp time and keeps training consistent across your team.
11 min read - AI training
Is AI Sales Training Effective for Remote and Distributed Sales Teams?
Why AI sales training suits remote and distributed teams: consistent coaching, flexible practice times and progress you can track from anywhere.
7 min read - Sales psychology
How AI Sales Trainer Improves Confidence in New Sales Reps
The psychology behind how repeated AI practice builds genuine confidence, reduces call anxiety and helps new reps settle in faster.
8 min read - AI training
How Do AI Sales Trainers Personalize Coaching for Individual Sales Reps?
How AI sales trainers use each rep's practice data to personalize coaching around their own strengths and weaknesses.
8 min read - Onboarding and coaching
How to Integrate AI Sales Training into Your Onboarding Workflow
A practical guide to seamlessly incorporating AI sales training into your existing onboarding process for faster ramp times and better retention.
9 min read - AI training
Why Hybrid Sales Training (AI + Traditional) Works Best for Some Teams
When and how to combine AI sales training with traditional coaching to build a development program that gets the best from both.
9 min read - Buyer's guides
AI Sales Trainer vs Human Coach: Which Works Better?
AI sales trainers and human coaches compared: where each one is strongest, and how to combine both into a weekly coaching rhythm for your team.
10 min read - AI training
Does AI Sales Training Replace Traditional Classroom Sales Training?
Can AI fully replace classroom sales training? Where each one works best, and how organizations blend the two for more impact.
8 min read
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