I am a one-person training department. We develop our own in-house sales training programs, and much of the practice is done through role plays where the sales people use their own real prospect examples. One of the challenges we face doing that is everyone struggles with what "really" happened or is happening currently with that prospect. I am looking for a way to develop a more formalized case study/role play simulation that the entire group can use - this would be in-person, not online.

Any recommendations on references, guides, websites, companies that do this, etc. that could be of some help? Open to other recommendations on how to incorporate realistic practice in our training as well! Thanks!

We have developed some tools and approaches for specific aspects of sales which may be of interest. Examples as a negotiating role playing with team members playing customer and sales team as well as telemarketing simulations designed for asynchronous courses.

Seen this many times. Know of a few options and companies that excel in this area. Please feel free to contact me.

Step 1 - sales people brain storm list of possible prospective customers and the situations/questions/objections they might have

Step 2 - sales people make up goofy names for these people

Step 3 - divvy up the scenarios they just created and let people role play, discuss, brainstorm, problem solve... it doesn't always have to be role playing, ya know?

Step 4 - debrief

*** Most importantly -- try to focus everyone on preventative measures rather than reactive.

There - quick, easy and free.

This message has been edited. Last edited by: LoveLearning,

Here's just an interesting idea. Instead of providing written case studies, take your digital video camera and make short videos of customer conversations. These can be made up situations.

What people like is all the none verbal clues and information they get from seeing someone rather than just reading about them.