Aggressive growth meant hiring sellers faster than they could learn a complex product. Ramping a rep to full productivity took nearly three months — and until then they stumbled on security, integration and pricing questions live on the call, and lost deals. We put a coach on their shoulder.
To hit aggressive growth targets, the company was hiring sellers and B2B reps by the dozen — but the time to ramp one to full productivity ran nearly three months, and the product was complex.
New reps had to memorise dozens of technical specs, negotiation terms and pricing models before they could run a call on their own, which delayed the day they became productive. On live calls with demanding buyers, they struggled to pull the right technical answer, price or objection-handler in the moment — and hesitant, uncertain answers dented the buyer's trust and cost expensive deals.
And the admin ate into selling time. After every meeting on video or phone, a rep spent about 15 minutes writing up a summary, updating the CRM status and sending a follow-up note — time that could have been another call.
The right answer on screen mid-call, practice against a tough AI buyer, and the follow-up drafted automatically.
We connected a real-time assistant into the reps' system. It listens to the live call, spots the customer's questions and objections as they come, and pops “battle cards” on screen with the exact answer, a recommended price, or the edge over a named competitor.
We built a training environment where new reps run video and voice calls against an “AI buyer” that plays out hard sales scenarios and negotiates aggressively, with feedback and coaching the moment the session ends.
The copilot draws only on the company's own product, pricing and objection material, so the guidance a rep repeats to a buyer is accurate and current — not an improvisation under pressure.
The moment a call ends, the system produces a structured meeting summary, writes the details and commitments into the CRM, and drafts a ready-to-send thank-you and next-step email.
With the playbook live on screen and a simulator to rehearse in, a new rep can hold their own on real calls far sooner — the months-long memorisation stops being the gate.
The copilot prompts and the trainer sharpens; the rep reads the buyer, chooses what to say and closes. The AI raises a new seller to a good one faster — it doesn't run the call.
Faster to productive, and more productive once there.
Deals and enrollments per rep per day jumped 150%, as new sellers stopped freezing on hard questions and every rep got the right answer and price on screen the moment they needed it.
Onboarding a new rep to peak performance fell from three months to about three weeks — and automating the write-up handed each seller back roughly two hours a day, redirected straight into more calls and demos.
A new rep gets good fast because the right answer is on screen exactly when a buyer asks — and because they rehearsed the hard version in a simulator first. It's the sales twin of our support agent-training work: the same simulator-plus-copilot pattern, aimed at closing deals instead of resolving tickets, with a person always running the conversation.
Reef TRH