Standard Operating Procedure (SOP) for Role Playing in Sales Onboarding

1. Schedule the Role Play Sessions: Schedule 10 role play sessions for the week. These should include 2 sessions with the sales director, 2 with Peer 1, 2 with Peer 2, 2 with Peer 3, and 2 with either Yazni or Jon DeLong.
2. Session Duration: Each session should last 30 minutes.
3. Role Play Context: The context for the this role play session could be as follows:
   1. An initial cold call after an email is sent
   2. A quick follow-up after the person said "call me back next week".
   3. A purely cold cold call with no prior attempts to communicate.
   4. A referral call from someone else at the church (you make up the name)
      1. The caller decides the context.
4. Additional Notes: To make the role play more realistic, the individual participating in the role play can suggest 3 actual churches that the salesperson can review prior to the call.
5. Session Structure: A session consists of three parts:
   • 5-minute Introduction: Explain the purpose and expectations of the session.
     • This part will happen via Teams meeting.
     • Give the 3 scenarios prior to the 30-minute session so that both parties are able to prepare for the role-play session.
   • 15 minutes of Role Play: In each role play, the receiver sets a different scenario, which should not exceed 5 minutes. The receiver chooses the church style (big, small, loud, traditional, etc.), the character they are playing (pastor, admin, etc.), and the product.
     • The receiver will answer as the Church - “Hi this is Pastor Ben from Cool Guy Church”
     • The 15 minutes will take place via cell phone call (or Salesloft). So exchange contact details and proceed with the first call. At the end of each 5 minute chunk, the person will wrap up the call and say, “I’ll call you again in about 15 seconds.”
   • 10-minute Feedback: The receiver provides critical feedback on what worked, what didn't work, and areas for improvement. Avoid generic praise.
6. Follow-up: After each session, take note of the feedback and areas for improvement, and work on these before the next session. Repeat the process until all sessions are completed.