What is Role Play its importance goals and How to make steps

Role Play

The Role Play is a technique to increase sales processes in companies. However, as it works as training capable of identifying areas for improvement and qualifying professionals, it can be applied in different areas.

This article will discuss ways to apply Role Play to drive teams and extract from them a performance that meets the organization’s needs . Read on and learn how the method can help professionals perform.

Role Play is nothing more than a simulation method for a real sales situation .

It is an enactment to train an everyday, repetitive, familiar and generally challenging event, but which needs to be continually improved and updated.

The idea is that, by simulating a real situation, in a safe and controlled environment, the professional or the team can observe and be observed simultaneously.

This technique allows participants to reflect on the experiment, without any value judgment or risks to the process.

In companies, Role Play is a versatile and dynamic resource for learning. And the best part: with many benefits in the short, medium and long term .

Since it helps in the development of skills and in the alignment of speech in the organizational environment.

In addition, the method makes it possible to reinforce organizational processes, fix, exercise techniques, and also acquire “wieldy play” to circumvent obstacles and objections.

How important is Role Play?

Companies can apply the Role Play training method in their recruitment and selection processes . Imagine the possibility of testing different profiles, techniques and skills of candidates for the sales team , for example.

To do so, it is enough to simulate the negotiation of purchase and sale of an object. Analyze the prospective seller’s approach, note the techniques he uses to convince the buyer assumption.

Try to identify in it the characteristics that can make it the ideal salesperson for your company .

Role Play is for the recruiter to raise negative points during the simulated sale. After the experiment, give clear feedback and repeat the scenario with the same product and the same candidate.

See if he developed a different approach, if he applied new arguments, if he was more convinced of what he was being. Assess his ability to receive feedback and put what he learned into practice.

Selection processes are not the only ones benefiting from Role Play. The use of games and dynamics that simulate everyday situations also help with training in companies .

In general, organizations carry out practical and playful activities to teach new skills and recognize weaknesses among employees.

In this sense, the technique is widely used by the Human Resources area in leadership development programs . Furthermore, the activities promote spontaneity and help to develop creativity among the participants.

What are the goals?

The main purpose of Role Play is to simulate everyday situations in order to learn from them . In addition, it prepares teams to deal with different clients and scenarios.

It also serves to correct addictions, adapt to new clients and situations or to learn new negotiation techniques.

What are the steps to perform a Role Play?


Planning is the verb when we want to be successful in any activity. Therefore, to perform a Role Play, build a flexible model for the execution of activities .

Make detailed planning so that training is tailored to the team’s needs and generates engagement .

Also, define, for example, whether Role Plays will take place by areas and whether there will be interaction between members of related sectors. Finally, also decide on the frequency and frequency of simulations as needed.

Trainings can take place daily, weekly or twice a week.

In order not to become tiring and monotonous, don’t extend the realization time too much. Remember that activities that are too long tend to lead to participant dropout.

In planning, it must also be stated where the simulations will take place: in real or virtual environments , such as videoconference rooms. Furthermore, define the format and structure for performing Role Play.

In pairs without an observer, threes with an observer or a pair observed by the group, it doesn’t matter. The important thing is to provide the participation of all interested parties.


The meetings should address specific topics , this will increase the group’s understanding and provide a better understanding of what is being taught.

The thematic coherence between the performance of Role Plays allows the subjects and situations addressed to have unity and not seem so random.

For this, count on suggestions brought by the team itself, which can suggest everyday topics that need to be trained so that they are not repeated.

Collect references about the company with the help of a specific form for this purpose.


The individual who will facilitate the performance of Role Play must have active listening, empathy and flexibility.

This type of training is characterized by improvisation and the challenge of dealing with ambiguous situations . In this sense, mediation is essential.

The facilitator or mediator will guide the group to adapt monosyllabic or chatty participants, for example. So he needs to know when and how to interrupt or encourage someone shy to talk.

Given what you’ve learned, Role Plays are an important tool for performance development. We know that the challenges are countless and the practice of simulating everyday situations will not prevent unforeseen events from happening.

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