Simulations give representatives a safe place to practice realistic prospect conversations before the stakes are real. A representative speaks with an AI prospect that stays in character, reacts to what the representative says, and adapts its resistance to the selected difficulty.
Use simulations for onboarding, call preparation, objection handling, certification exercises, and repeatable role-play across a team.
#What a simulation defines
Every simulation combines five fields:
- Name: A recognizable label for the exercise, such as “Enterprise security discovery”.
- Objective: What the representative should accomplish during the conversation.
- Scenario: The call context, current situation, and relevant background.
- Prospect persona: The prospect’s role, priorities, concerns, knowledge, and communication style.
- Difficulty: How receptive or challenging the prospect should be: easy, medium, or hard.
These details become the prospect’s instructions during practice. They define the conditions of the conversation, not a fixed script. The prospect responds dynamically to what the representative actually says.
#Difficulty levels
| Difficulty | Prospect behavior | Good for |
|---|---|---|
| Easy | Receptive, clear, and limited to light objections. | First practice sessions and early onboarding. |
| Medium | Realistic and somewhat skeptical; expects useful discovery and relevant value. | Routine preparation and skill development. |
| Hard | Guarded and demanding; challenges vague claims and raises credible objections. | Advanced reps, certification, and high-stakes call preparation. |
#Create a simulation
- Go to Settings → Coaching → Simulations.
- Select Add simulation.
- Enter a name and the outcome the representative should pursue.
- Describe the scenario and prospect persona with enough detail to make the conversation specific.
- Choose a difficulty, then select Create simulation.
You can search configured simulations by name or scenario. Select a simulation to edit it, or use its menu to delete it.
#Example simulation
- Name: Enterprise security discovery
- Objective: Understand the security review and agree on a technical follow-up with the buyer’s security team.
- Scenario: A first discovery call after an inbound request from a regulated enterprise evaluating three vendors.
- Prospect persona: A guarded VP of Security who cares about data residency, access controls, implementation effort, and procurement risk. They prefer concise answers and distrust generic claims.
- Difficulty: Hard
#Writing effective simulations
- Give the representative one clear objective. Make the desired outcome observable, such as confirming a next step or uncovering a buying constraint.
- Add context that changes the conversation. Include deal stage, urgency, current solution, prior interactions, or internal pressure when relevant.
- Describe motivations, not just a job title. Explain what the prospect wants, fears, knows, and may resist.
- Keep hidden information plausible. Give the prospect facts that can be uncovered through good discovery instead of exposing every answer upfront.
- Use difficulty intentionally. Increase difficulty after a rep can consistently handle the same scenario at a lower level.
- Create focused variants. Reuse a scenario with different personas or objections to practice several paths through the same motion.
#Simulations compared with other coaching tools
- Simulations create practice conversations.
- Talking points guide questions during a meeting.
- Scorecards evaluate how a meeting was performed.
- Trackers detect topics across meetings.
- Frameworks maintain deal-level knowledge over time.
- Playbooks define the wider motion and its stages.
See how simulations fit with the rest of the coaching system: Coaching concepts.