Why Roleplay Should Be A Key Part of Your Sales Culture
In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. They also highlight the benefits of role-playing in helping salespeople improve their skills, gain empathy for the customer's perspective, and build confidence. They encourage individuals to find their preferred style of role-playing and commit to regular practice, even if it feels uncomfortable at first.


Role-playing in sales is a powerful tool that helps salespeople improve their skills, gain empathy for the customer's perspective, and build confidence. It allows them to practice and refine their sales techniques in a safe environment.
Leaders play a crucial role in creating a culture of role-playing and accountability within their teams. By embracing and encouraging role-playing, leaders can foster a collaborative and growth-oriented atmosphere that drives individual and team improvement.
Consistency and commitment are key to successful role-playing. It should be a regular part of the sales process, rather than a one-time activity. Salespeople should make a commitment to practice regularly, even if it feels uncomfortable at first.
Role-playing exposes weaknesses and areas for improvement. By simulating different scenarios, salespeople can identify their strengths and weaknesses, allowing them to focus on areas that need development and enhancing their overall performance.
Constructive feedback and coaching are essential for growth in role-playing. Salespeople should seek feedback from their leaders, peers, or even trusted individuals outside the team. This feedback helps them identify areas for improvement and refine their approach.





The innovative Sales Gravy University sales training platform gives on the go individuals and entire teams easy, affordable access to the world’s top sales trainers in both live and on-demand courses. Now you can learn how to win in sales anywhere, anytime, and on any device.