What is Role Play/importance/goals/How to make/steps

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.

What is Role Play?

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 in the selection process?

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.

How important is Role Play in talent development?

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.

Therefore, the games facilitator must distribute different roles, establish rules and delimit time and space for them to occur. If possible, you can create a scenario so that the business environment becomes more realistic, better.

Role Play makes participants feel more comfortable in an informal setting. Thus, they can experiment and rehearse important skills for the work they will develop as managers .

Games facilitate communication and make obstacles common in any area less personal.

Role Play techniques can help train leaders to better conduct job interviews or empower them to face difficult negotiations.

In addition, they offer opportunities for professionals to exercise their persuasion skills, self-control and knowledge of the business.

Also, when possible, film the activities. They can serve as new training , showing what to do and what not to do. Still, recorded content is also an opportunity for self-knowledge.

Therefore, show participants how they acted during the process so that they can identify their points of improvement.

Role Play is an excellent method for simulating crisis management as well . As it differs from traditional methods, in which the participants have passive roles, allowing each one to be the protagonist of their own development process.

As a learning technique, Role Play is very effective because it is an enactment. In this case, no wrong steps will harm the organization.

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.

When should role play be used?

In different contexts and situations. And the best: with different goals. However, it is essential that it is well planned, has a very clear purpose and is known to the participants.

Role Play serves to shape the conduct of a company’s professionals, mainly to:

  • make communication more efficient and generate value for customers;
  • identify the company’s competitive differentials ;
  • bypass objections from leads;
  • receive feedback and apply what they learned from the training.

But this method can also serve for managers:

  • can direct sellers;
  • identify gaps in the organization’s processes;
  • correct flaws and enable employees to reach the level of quality required by the company.

How to make?

Role Play offers a very practical approach. But some organizations prefer to hire professional facilitators to carry out this type of training.

However, the HR manager himself can perform Role Play in the company . To do this, follow a few steps.

use real locations

A realistic staging is the best experience to attract contributors. To do this, place participants in physical locations where they would actually be performing their everyday tasks .

Scenarios can be a company meeting room or a manager’s office, for example.

simulate real situations

In defining roles, we will have “sellers” and “customers”. So, guide the latter to defend a personality profile (the indecisive client, the reckless one, the unbeliever, the complainer, among others) and provide a list of goals to accomplish . Then ask the “salesperson” to try to identify the challenges each customer offered.

This opportunity will teach you how to get around the objections of prospects, ways to strengthen the relationship with the customer and how to train different commercial presentations.

Hire consultants and actors

Another strategy that usually brings good results is to hire people unknown to the group to participate in the reenactments. In that case, it’s easy to get a more authentic experience.

There are consultants specializing in this type of training and also professional actors willing to pass themselves off as clients, all so that Role Play is as real as possible .

Record the simulation on video

As we mentioned, recording Role Play activities has many benefits for learning. By seeing themselves in action, professionals are able to identify their weaknesses more clearly and self-criticism is a great factor for change.

Also, use the results of the recordings as future training, either to verify the employee’s professional growth or to teach new team members.

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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