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Sales teams use Exec to practice the conversations that decide deals: discovery calls, pricing pushback, cold outreach, and competitive bake-offs. Reps talk to an AI buyer that objects the way buyers actually do, and every session ends with a scorecard that grades the specific behaviors you care about. This guide covers what to build first, which skills to track, and the weekly rhythm that teams with the best results have settled into.

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Start with One Scenario

When you created your workspace, Exec read your company website and drafted roleplay ideas that fit your business. If you said you were training a sales team, those ideas already lean toward sales conversations. Pick the one closest to a call your reps actually have, answer a couple of quick questions, and Scenario Studio builds it in about two minutes. Run it yourself before showing anyone. Talk out loud like it is a live call, end the session with the green End button, and read the scorecard. If the buyer gets a detail about your company wrong, edit the scenario and tell the agent what to change in one sentence. New to running sessions? Start with Complete Your First Roleplay.

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Scenarios Worth Building

Here are the builds sales teams get the most out of. Copy a prompt, fill in the bracketed fields, and paste it into the Scenario Studio chat. The full collection lives in the Prompt Library.

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Discovery Call

When to use: Your reps rush to pitch before they understand the problem. 
I am a [JOB TITLE] at [COMPANY], and I want to build a discovery call scenario where I am speaking with a [BUYER TITLE] at a [COMPANY TYPE/INDUSTRY].

My goal is to uncover their top business problem, quantify its cost, and earn a second meeting.

For me to succeed, I must ask open questions before pitching, get a number attached to the pain, and confirm next steps with a date.

This conversation is challenging because the buyer is friendly but vague, deflects questions about budget, and has been burned by a vendor before.

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Pricing Objection

When to use: Deals stall the moment price comes up. 
I am a [JOB TITLE] at [COMPANY], and I want to build a negotiation scenario where a [BUYER TITLE] pushes back hard on our pricing for [PRODUCT/SERVICE].

My goal is to defend the price by re-anchoring on value instead of discounting immediately.

For me to succeed, I must restate the business impact in the buyer's own numbers, offer at most one concession, and trade any concession for a commitment.

This conversation is challenging because the buyer says a competitor quoted 30% less and threatens to walk.

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Cold Call

When to use: New reps burn through lists without booking meetings. 
I am a [JOB TITLE] at [COMPANY], and I want to build a cold call scenario where I am calling a [BUYER TITLE] at a [COMPANY TYPE] who was not expecting my call.

My goal is to earn 30 seconds, deliver a relevant reason for calling, and book a meeting.

For me to succeed, I must open with a specific observation about their business, handle the first brush-off without reading a script, and propose a concrete time.

This conversation is challenging because the buyer is busy, mildly annoyed, and tries to end the call twice.
Build one scenario per stage of your sales cycle rather than five variations of the same call. When a scenario feels too easy, remix it into a hard mode with a tougher buyer and stricter grading.

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Skills to Track

Every scenario grades reps against evaluation criteria you control. For sales teams, the criteria that predict quota are:
  • Discovery questioning. Open questions asked before the first pitch moment.
  • Quantifying impact. Getting a dollar figure or metric attached to the problem.
  • Objection handling. Acknowledging, isolating, and answering rather than talking past.
  • Next-step control. Ending every call with a scheduled, specific commitment.
Reps see how they scored on each criterion after every session, with lines they actually said and stronger phrasing they could have used. See Interpret Your Results for how to read a scorecard, and Skills for tracking these across the team.

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The Weekly Rhythm

The sales teams that get the most out of Exec run a simple loop:
  1. Monday. The manager assigns one scenario tied to this quarter’s messaging, due Thursday, minimum score Silver, at least two attempts.
  2. Tuesday through Thursday. Reps practice. Most hit Silver in two or three attempts.
  3. Friday. The team call reviews the two most common misses from the week’s scorecards, and next week’s scenario targets them.
The loop holds up because it costs each rep about 30 minutes a week.

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A Sample Three-Week Ramp Program

For new-hire ramp, bundle scenarios into a Program with due dates and completion criteria. Programs come with Starter plans and above.
WeekFocusComponents
1Product and pitchAnnouncement with your messaging doc, product-pitch roleplay (minimum Silver), intro survey
2DiscoveryDiscovery call roleplay (minimum Silver, 2+ attempts), recorded call review
3Objections and closePricing objection roleplay (minimum Gold), cold call roleplay, final survey
On Professional plans, attach a certification so reps who clear the bar get a record of it.

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Score Live Calls Too

Roleplays are practice. Call Scoring grades your live calls: connect Fireflies or Gong and Exec scores every recording on the same kind of scorecard your roleplays use, so you can see which objections come up most and build next week’s scenario from them. Call Scoring works on every plan, including Free, and you pay only for the calls you score. Setup takes about five minutes: Set Up Call Scoring.

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Next Steps

Roll Exec out to your team

Invites, seats, groups, and your first assignment, in one walkthrough.

Plans and feature availability

What Free, Starter, Professional, and Enterprise each include.

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Getting Help

Need help? Contact us at [email protected] for guidance on building sales scenarios or rolling out practice to your team.