How Role Play with Colleagues Can Help Improve Sales Conversion Rates

by | Mar 10, 2017 | B2B Lead Generation, Sales

How Role Play with Colleagues Can Help Improve Sales Conversion Rates

Salespeople HATE role play. Probably because it’s an eye-opener into what they’re doing wrong. As much as they dislike role play, this practice can help them to improve their sales conversion rate.

“Employees perform best when the environment is conducive to growth.”

We role play or conduct mock calls with our sales staff, not because we want to embarrass them, but because we believe that employees perform best when supported in their role. Adequate training and support are essential to help them improve their sales conversion rates.

Not only does role play force team members to think on their feet, but it also allows them to learn how their colleagues respond to certain situations. Sometimes team members get an “aha” moment when listening to their colleagues, that they would not otherwise get in a book or a training session.

Here are other benefits of role play:

  1. Salespeople are more comfortable with making cold calls
  2. Increased confidence
  3. Immediate feedback and self-reflection
  4. Improved team morale

These benefits directly lead to more sales.

How to role-play with sales staff

Although team members can be given freedom to role play, it must be observed by an expert. There’s no point in role playing if there is no person of knowledge to guide the staff members. Also, it is best to give feedback only after the entire role play session has been completed. This will help your team members to reflect on everything they heard and seen and give advice on how they would deal with it differently.  It’s important not to point out weaknesses in a negative manner, but through constructive feedback, tell your team members how they performed.

You can role play the following:

  1. Making a cold call
  2. Responding to objections
  3. Thinking and responding quickly
  4. Dealing with rejection
  5. Elevator pitch

Making a cold call

To facilitate this session, give each role player a brief of who they are going to “mock” call. Have a more experienced salesperson act as the client and you as the leader should observe and take notes. Also, let other colleagues only observe quietly and take notes.

Have a pool of kind and rude “clients” so that team members can learn how to deal with various personalities.

Once the session is over, sit in a horseshoe setting and discuss as a group. Make sure that each colleague has a chance to say what they have learned from the role play.

Responding to objections and thinking fast

In this session, you want your sales team to improve how they respond to objections. Have your team sit in a horseshoe environment again and give each team member five minutes to get acquainted with a scenario that you would’ve printed out before the session.  You must also prepare common objections, crumple them up and place in a hat.

Once the five minutes is over, have each member pick an objection from the hat. They will have one minute to give an answer to the objection.

After the session, reflect as a group.

Dealing with rejection

Rejection may be disappointing, but every salesperson will experience it at some point. The best you can do is make them comfortable to face rejection and remain professional at all times.

Facilitate this session as the objections session above.

Elevator pitch

Ever wondered what your salespeople tell prospects about your company? Well, this session will give you a clearer view. Ask each team member to prepare a 30-second elevator pitch for your company, then, go around the table and have each person read their pitch. At the end, vote on who had the best pitch and finally, discuss why it was the best pitch.

Practicing elevator pitches can help salespeople make the most of a cold call or a sales meeting with a prospect.