AI-powered role play
Practise real selling with role-aware AI
Highspot AI Role Play mirrors real deal moments and aligns to your GTM skills so sellers grow with your strategy.
Go beyond generic practice
Practise real-world selling scenarios connected to live deals
Simulate real calls with role-play scenarios that actually reflect the conversations your sellers have with buying committees across the entire sales cycle. No generic scenarios. No fake personas.
Role plays built for your go-to-market motion
Tailor AI Role Play using the sales content, messaging, and training already in your Highspot instance, allowing sellers to practise real conversations while presenting the same customer-facing content they’ll use in the deal.
Embed rehearsal in sellers’ workflow
Deliver practice where sellers work, whether in Highspot alongside deals, plays, and training or in connected AI tools through the Highspot MCP Server.
Skill-based feedback, not just a score
Give sellers feedback on key skills that matter to success
Feedback is tied to your team’s coaching and competency frameworks, not a generic rating.
Deliver AI-powered coaching at scale
Role Play uses AI to surface personalised, actionable feedback, without needing manager 1:1s every time.
One role-play session, multiple buyer voices
Multi-persona Role Play in Highspot lets your salespeople navigate complex buying committees, practising with deal champions, vendor skeptics, and economic and technical buyers, all in one session.
Track sellers’ skill development over time
Monitor your sales teams’ progress with Rep Scorecards and skill dashboards across regions, segments, and programmes so you continually level up sellers’ execution and ability to close high-value deals.
Seamlessly integrate with all your favourite tools
Extend the value of your tech stack and bring sales enablement directly into your reps’ existing workflow, with Highspot’s ecosystem of 100+ integrations.
Features at a glance
- Real-world, multi-persona role plays
- Instant AI feedback on delivery and tone
- Scenarios by persona, product, objection
- Create role plays with Highspot MCP Server
- Skill tracking with rep-level insights
- Tied to your content, plays, and training
- Powered by Nexus, built into Highspot
We showed reps how to use AI in Highspot to generate an automatic message that speaks to everything you’ve shared. That functionality makes us better, faster, and more efficient.
Lisa Monahan
Enablement Programme Manager, Pluralsight
In this tool, you have that AI feedback, which will free up a lot of time for managers. That AI piece is really key to helping us long-term so we can do more and more coaching.
Stacy Ardoin
Manager of Sales Enablement, Elsevier
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You’ve made it this far, let’s schedule a demo
Request demoFrequently asked questions
How does Highspot Role Play differ from other B2B sales training tools used by mid-market and enterprise GTM teams?
Unlike generic point solutions, Highspot Role Play is grounded in your GTM skill framework and connected to your broader enablement system, so practice reflects how your team actually sells and improves the skills that matter.
Where does Highspot Role Play fit in sales reps' existing workflows?
Role Play is embedded directly into the Highspot experience, alongside content, deals, plays, and training, so reps can practise and improve without switching tools.
Can sales managers track reps' progress with Highspot Role Play exercises to ensure sellers are applying learnings?
Yes, Role Play connects to Highspot’s skills and Rep Scorecards so you can monitor development across reps, teams, and programmes, without manual effort.
How is Highspot Role Play feedback generated and shared with reps?
AI analyses rep responses and provides feedback tied directly to your GTM skill expectations. That feedback is structured, actionable, and aligned with how you already coach.