Don’t think role-playing is the property of geeks; it’s an effective method of team practicing, and it gives sales leaders a sense of each team members attributes, skills, strengths, and weaknesses.  All of these come into play when sales professionals practice.

Brainstorm some situations you know your team members will face at one time or another.  Consider what attributes and skills will be put into practice during the role-play.  Got it?  Great! Now get to practicing!

And after each role-play, write down your thoughts on each team member’s performance and how you will coach each sales professional in future practice sessions.