Source: Featured Blogs - Forrester
Sales teams are moving from scripted role-play drills to AI-powered simulations that replicate actual customer interactions with variable conditions and unpredictable responses. Traditional role-play training—where colleagues read canned objections—leaves reps unprepared for the messiness of real deals. AI systems can generate hundreds of realistic scenarios and provide immediate feedback at scale. The result is faster rep productivity and higher close rates, but training outcomes now depend on whoever builds the AI scenarios, raising questions about whose customer insights and selling philosophy get encoded into the system.