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Setting up and reviewing AI Role-Play as an Admin or Manager

How to build role-play scenarios in the Scenario Builder, assign them to your team, and use the Review page to assess rep performance and give feedback.

What is AI Role-Play?

AI Role-Play lets your reps practise sales conversations with an AI buyer persona before they get on real calls. As an admin or manager, you control what scenarios exist, who they're assigned to, and how rep performance is evaluated. There are two key areas for you: the Scenario Builder (where you create and configure practice scenarios) and the Review page (where you assess how reps performed).

The Scenario Builder

The Scenario Builder is where admins create and manage the role-play scenarios available to your team. Each scenario pairs a defined sales situation with an AI buyer persona, so reps practise against realistic, consistent conditions.

Accessing the Scenario Builder

  1. Click Pulse in the left hand navigation.

  2. Go to AI Role-Play in the top navigation.

  3. Select the Builder tab (visible to admins).

Creating a buyer and scenario

  1. upload any relevant documents such as Ideal customer profiles, common scenario's, product knowledge. If your call tool is integrated you can also utilise these.

  2. Click Create my buyer

  3. The system will create a buy and situation from what you shared. You can make any quick adjustments to the buyer, the situation, the scenario, objections and any pushback

  4. Choose a difficulty level — this affects how resistant the AI persona is and how much it pushes back.

  5. Click Try it now to test or save it for later.

Tips for effective scenarios

  • Build scenarios around the situations your team finds hardest — discovery, handling price objections, multi-stakeholder calls.

  • Align each scenario to 1–2 specific competencies rather than trying to assess everything at once. Focused practice builds faster.

  • Update scenarios over time as your ICP, product, or common objections evolve.

The Review page

The Review page shows you how your team is performing in role-play sessions. Every time a rep completes a scenario, their session is recorded and scored — you can access it here.

Accessing the Review page

  1. Within the AI role play, select the Review tab.

What you can see

  • Overview : Number of calls sahred with you, team average score, assigments completed and number of your own practice calls.

  • Trends over time: Score movement over time from the reps who have shared with you.

  • Team competency signals: Strength areas and Development areas

  • Team overview : snapshot of your teams scores and shared calls.

If a Rep has shared a call with you, you'll see:

  • Transcript: A full transcript of the rep's conversation with the AI persona. You can read exactly what they said, how they handled objections, and where the conversation went off track.

  • AI feedback: Automatically generated coaching notes for the session — what the rep did well, what they missed, and what to focus on next time.

Assign a role play

You are able to assign a rep a focused practice run by selecting the rep and a scenario or persona they can work on. You can add a coaching note such as what to focus on.

You can also chose for the system to send a link to start the role play.

Your past role plays

In this section you can see your own role plays and their scores.

What's next?

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