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The Ruby Group | Akron and Columbus, OH

Role Play

Anita asked her manager to take part in a “ride-along” on her first sales call of the New Year… so he could offer her some constructive criticism on the best ways to improve her selling technique.

Role play is one of the best methods for developing your people, but salespeople loath role play and managers shy away from it, because it often becomes an exercise that leaves participants frustrated. Putting role play through the lens of David Sandler’s Success Triangle – attitude, behavior, and technique – both managers and salespeople could role play more effectively and increase both their role performance, outlook, and technique.