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AI Role Play in LMS: Revolutionizing Sales Training

The AI Role Play feature was designed to address this gap by offering personalized, dynamic, and context-driven training through simulations, tailored to specific buyer personas and sales situations.

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Context

Imagine you’re a sales rep facing the challenge of evolving customer expectations and complex sales cycles. Traditional training methods, like static modules and basic role-playing, no longer give you the real-world preparation you need. Enter AI Role Play. This feature was built to close that gap, offering personalized, dynamic simulations based on specific buyer personas and real sales situations. It adapts to your needs, so you can practice and refine your pitch in a context that mirrors real buyer interactions, helping you stay ahead of the game.

My Role: Product Designer

Team Size: 1 Product Designer, 1 Product Manager, 2 Front-End Engineer

Platform: Web

Tool Stack: Figma, Notion, Miro, Whimsical

Timeframe: 6 weeks and On Going

Problem Identification

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Research & Competitor Analysis

I researched and identified key differentiators of each competitor in the AI role play market, it provided insights into their strengths and unique features. However many competitors offered basic role-play scenarios with limited AI capabilities, without integrating historical context or personalized buyer personas. These platforms often failed to provide immersive and adaptive training experiences.

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User Story Map

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Wireframing and Brainstorming

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Exploratory designs 

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Design Solutions and Decisions

Solution: 

Users can select the persona they are role-playing with (e.g., “Confident,” “Friendly,” or “Assertive”) to match their practice scenario with real-world situations better.

Why? 

This ensures that the role-play reflects specific buyer personalities or engagement styles, making the learning experience more relevant and effective.

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Solution: 

AI provides an immediate review and evaluation once the call concludes, with a spider chart displaying the scoring and rubric for key performance areas.

Why? 

Real-time review offers learners a chance to improve continuously and refine their skills, increasing the impact of every session.

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Solution: 

After completing a role-play, users can view the full call transcript and revisit specific moments where they could improve their performance.

Why? 

Providing access to the transcript enables detailed self-review and helps learners understand where they can refine their communication strategy.

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The Launch

Upon launching, the AI Role Play feature was rolled out within the GTM Buddy LMS, allowing sales teams to practice and refine their pitches through realistic, AI-driven buyer interactions. Admins could easily configure scenarios, and reps immediately began using the platform to practice, receive feedback, and iterate on their approach.

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Impact

The impact of AI Role Play was evident right from the start, as it quickly became a key tool for users to sharpen their skills and boost their confidence. With real-time feedback and personalized, interactive scenarios, learners experienced faster skill development and a more engaging learning process. The spider chart and performance rubric provided clear insights, which helped users track their progress and stay motivated. 

Learnings

When I started on this project, my goal was to create a dynamic learning environment tailored to the evolving needs of sales professionals. The journey taught me the power of user-centered design and the impact of immediate, visual feedback. Allowing the users to select scenarios and receive guidance significantly deepened engagement, making each role-play not only a learning opportunity but also a personal growth session. As more users begin to interact with AI Role Play, the platform will continue to evolve, growing with each user and helping them enhance their skills step by step.

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