How to implement AI role-plays: the PitchMonster Formula

Practicing on real customers is expensive, risky, and slow. That’s why you got PitchMonster AI role-plays as your new coaching tool. 

While we love and focus on sales teams, other customer-facing roles are getting the benefits of setting up AI role-plays too. Sales leaders, Enablement people, Customer Success teams, Support, and Recruiting teams who want a scalable, interactive way to build reps’ confidence will enjoy PitchMonster.

In this article, you will get to know The PitchMonster Formula: role-playing benchmarks, use cases, examples of exercises, and answers to frequently asked questions.

                                                             Table of Contents

1. Onboarding New Hires

2. Team Upskilling (Sprint)

3. Ongoing Micro-Drills

4. Post-Training Knowledge Checks

5. How to Integrate PitchMonster with Your LMS

6. Mandatory vs. Optional Role-Playing

7. Where to Start if You Just Purchased PitchMonster (TL;DR)

Onboarding New Hires

Onboarding is where AI role-plays deliver instant ROI. You’re compressing the first 50 meaningful customer conversations—which normally spread across weeks or months—into one to two weeks. The goal is to give newcomers a high volume of practice without burning your pipeline.

The PitchMonster Formula for Onboarding

Metric	Your Benchmark	Impact
Recordings	40–50 total (≈ 6–8 hours of AI practice)	Potential to cut ramp time by up to 50%; confidence spike is noticeable.
Recordings per role-play	4–5 (based on North America data)	Builds confidence with the same conversation challenge/persona in real calls.
Pass bar	70-80%	Locks in the new behavior pattern.
Timeline	2 weeks	Rep is ready to run real conversations; the “first dozen mistakes” happened in simulation.

What to Focus on in Role-Plays for Onboarding

1. Diverse personas (tailor context in the Editor): open and friendly; time-boxed; technical skeptic; price-pressured/ROI-obsessed buyer; competitor-biased; tire kicker; defensive.
2. Objections and product knowledge: include core objections and derivatives; adjust your AI scorecard to verify how well new hires know the product and map customer pains to your value prop.
3. Follow up with a 1-1 role-play: at the end of the training week, the manager invites their rep to run a quick 1-1 role-play to summarize learning and check readiness for customer calls.

Our customers report managers often feel reps have six months of conversation reps under their belt after multiple AI role-plays.

How to Implement

1. Sit with sales managers and discuss where newcomers fail during the first 2–3 months of conversations.
2. List 8–10 conversation gaps.
3. Create a role-play for each gap. Example: If reps struggle with Objections about Competitor A, build a scenario with a persona biased toward Competitor A; list 3–4 objections; in the scorecard, emphasize objection handling and product knowledge (advantages over that competitor).
4. Repeat for remaining gaps until covered.
5. A 10–15 role-play library is usually powerful enough to cut ramp time by up to 50% (based on customer data).

Team Upskilling (Sprint)

When you’ve just activated PitchMonster and management expects results, a focused upskilling sprint delivers short-term ROI. The goal is to attack the biggest revenue leaks (no next steps, status-quo losses, discounting) and convert them into measurable skills in weeks, not quarters.

The PitchMonster Formula for Upskilling Sprints

Metric	Your Benchmark	Impact
Recordings	30–40 per rep (NA region data)	Increases conversion rates across the board.
Recordings per role-play	4-5	By then, reps should comfortably repeat the new behavior in the wild.
Pass bar	80%	Indicates the new behavior is locked in.
Timeline	Several weeks (don’t let it drag into months)	Reps hit conversations stronger; early mistakes happen in simulation.

Heads up: We’ve seen experienced reps ignore AI scores and coaching comments—and sometimes score lower than newcomers. Experienced people often rely on “what’s always worked for me,” which isn’t always aligned with your best-practice process. Ask for an open, “back-to-fundamentals” mindset.

What to Focus on in Role-Plays for Upskilling Sprints

AI scorecard: Focus on the ideal execution of one part of the conversation at a time. If the team is failing to complete the full discovery framework in real calls, switch the scorecard to discovery only—and drop everything else (no Intro, no Rapport metrics).

Turn leakage patterns into role-plays scenarios: “No next step,” “Happy with what we have,” “Send me pricing,” discount pressure, multi-threading block, competitor feature gap.

Personas with teeth: for seasoned reps, aim for a 50/50 split between Medium and Hard difficulty.

AI scorecards: target one conversation segment at a time (e.g., full discovery framework). Don’t dilute with extras like rapport building or call closing.

How to Implement

Pull last quarter’s loss reasons and call snippets; identify the biggest gaps.

Build ~10 scenarios, each targeting one gap. (Use our structure from Onboarding examples.)

Two-week campaign: everyone completes every scenario and scores >80%.

After a few weeks, quality-check KPIs with sales managers: did the metrics move?

Review results in your ROI calls with PitchMonster and iterate.

Ongoing Micro-Drills (Weekly/Biweekly)

After action-packed onboarding and upskilling sprints, set AI role-playing to cruise mode. Why? Overdoing AI role-plays burns people out—daily drills for months straight will lower engagement.

A weekly or biweekly micro-drill cadence keeps skills sharp and engagement high.

The PitchMonster Formula for Micro-Drills

Metric	Your Benchmark
Role-plays	1 scenario per week (or biweekly)
Recordings per role-play	2 attempts
Pass bar	70–80% — keep it light to encourage consistency

 
What to Focus on in Role-Plays for Micro-Drills

1. Short conversations targeting a single skill (Intro, open-ended questions, upselling).
2. Tight scorecards with examples of “gold standards” for the specific skill you’re training.
3. Rotate personas to keep coverage broad.

How to Implement

1. Analyze the biggest challenge from the last 1–2 weeks and create a role-play to counter it (e.g., “We lost 3 deals to status quo—reframe and secure a micro-commitment”).
   
   
2. Dedicate 15 minutes on calendars for the drill—book it to leave no room for excuses. Alternatively, set a deadline to complete the drill.

Post-Training Knowledge Checks

Reps forget fast. According to the forgetting curve, memory retention can drop to ~60% after 3 days and as low as ~20% after a week. Simulated practice can push retention higher—up to ~90% when you turn new knowledge into action quickly.

We heavily recommend to follow up every training session with an AI role-play to lock in behavior and prove readiness for real conversations.

The PitchMonster Formula for Post-Training Checks

Metric	Your Benchmark
Role-plays	1 scenario per campaign linked to your LMS module or assigned to a specific team
Recordings per role-plays	Allow up to 3 attempts
Pass bar	80%. Optionally enable “Request review by admin” to trigger spot checks.
Deadline	Complete within 48 hours after the workshop

What to Focus on in Role-Plays for Post-Training

1. Mirror the workshop in scenario settings. Example: if you trained handling dominant buyers of DiSC model, set the persona accordingly and match the role-play context. (What is DiSC)
   
   
2. Scorecard = workshop checklist: use the same behavioral criteria taught in the session.
   
   

How to Implement

1. Convert workshop slides/recordings into a role-play brief using your AI assistant (e.g., ChatGPT/Claude) or upload the PDF directly into PitchMonster.
   
   
2. Assign the role-play with a 48-hour deadline and a 24-hour reminder; optionally add it to your LMS.
   
   
3. Review top recordings (enable “Request review by admin”) and coach reps flagged under “low performance” in the Users tab for that role-play.

How to Integrate PitchMonster with Your LMS

This section is for teams distributing role-plays via the LMS—ideal when you run eLearning and want to add “practice elements to that”, or you want reps to stay in one platform.

There are two integration approaches:

1) Embed Role-Plays (Fastest)

Reps complete role-plays inside the LMS without opening PitchMonster in a new tab.

1. In your LMS course editor, add an iframe block to the module.
   
   
2. From your PitchMonster admin, copy the public role-play link(s).
   
   
3. Paste the link into the LMS iframe (make sure mic permissions are allowed for PitchMonster).
   
   
4. Assign the module from LMS to your team—reps can launch the role-play directly.
   
   

2) Deep Integration (Data & Automations)

Go beyond embedding to export coaching data (CSV/API) and trigger status/grade updates in your LMS. This is an add-on to your PitchMonster package.

Please reach out to your  Customer Success Manager for more details.

Mandatory vs. Optional Role-Playing

Leaders often ask if role-plays should be required or optional. Our take:

We’re not fans of optional role-playing.

Because… who wakes up thinking, “I can’t wait to do a bunch of role-plays today!”

Optional “always-on” spaces consistently underperform. In companies that tried it, only hungry or newer reps showed activity.

We’ve seen ~60% lower activity in optional programs compared to periods when the same company made role-plays mandatory.

Where to Start if You Just Purchased PitchMonster (TL;DR)

Implementing new coaching software isn’t a walk in the park. PitchMonster setup can take several days to 1–2 weeks, depending on content creation (scenarios + scoring), internal approvals, and how many use cases you launch first.

Implementation Checklist

1. Pick one use case to start:

• Onboarding if you’re in hiring mode
• Upskilling sprint if you need broad conversion lifts
• Certification if you’re running large trainings and need practice follow-ups

2. List your Top-10 gaps/leakage patterns (objections, weak product knowledge, shallow discovery) and create role-plays to mirror them.

3.Pull your Ideal Customer Profiles and create personas in the Scenario Editor.

4. Use the PitchMonster Formula aligned to your chosen use case as your north star for engagement of users.

5. Start with small groups, iterate on scenarios and scoring, then invite more reps.

6. Review business impact (conversion, win rate, ramp) and move to the next use case once the first is working