Launching a new product is tough enough. Training your sales team at scale—without wasting time or losing your mind—is a whole different challenge. If you’re a sales enablement lead, trainer, or just the unlucky soul tasked with getting everyone up to speed, this guide is for you. We’ll walk through how to use Secondnature to build launch training that’s actually scalable, repeatable, and doesn’t require herding cats (much).
1. Start With What Actually Matters
Before you add anything to Secondnature, get clear about the real goals of your product launch training. Don’t try to cover every tiny detail or dump the entire product manual on your reps.
What works: - Focus on the “why,” not just the “what.” Why should a customer care about this product? - Prioritize the top 2-3 messages or use cases your sales team must nail. - Get input from frontline reps—what do they wish they’d known last time?
Skip this: - Endless PowerPoints. - Generic messaging that could apply to any product.
Pro tip: If you can’t summarize the most important takeaways on a sticky note, your training is probably too complicated.
2. Build Your Core Training Content (Keep It Short)
Once you’ve nailed your goals, start building your training modules in Secondnature. Here’s where a lot of people get stuck: they try to make it perfect, or they over-explain everything.
How to keep it sane: - Use short, scenario-based modules. Think: “How would you pitch this to a skeptical buyer?” - Limit each module to 5–10 minutes. Nobody has time for hour-long simulations. - Make it realistic. Use actual customer objections and real-world situations. - Use video or voice-over where it adds value, but don’t obsess over production quality—clear beats flashy.
What doesn’t work: - Overly-scripted scenarios. Reps can spot “corporate speak” a mile away. - Cramming every feature into one module.
3. Set Up Scalable Practice With AI Simulations
This is where Secondnature shines. The platform lets reps practice real conversations with an AI that acts like a prospect—so everyone can get reps in, without scheduling nightmares.
How to do it: - Create scenarios for key conversations (e.g., initial pitch, handling objections, competitive positioning). - Set up branching dialogues—so reps can follow a conversation naturally, not just give canned answers. - Make the simulations tough but fair. It’s better to struggle a bit in practice than bomb a real call.
What’s worth your time: - Letting reps fail safely. The AI doesn’t care if they mess up, and it’s way less awkward than role-playing with your boss. - Tracking where reps stumble most. This tells you what to fix in your training.
What to ignore: - Fancy, “gamified” leaderboards if nobody cares. Focus on skills, not points.
Pro tip: Don’t try to simulate every possible conversation. Cover the 3-4 most common situations, then add more only if needed.
4. Roll Out in Waves, Not All at Once
You might be tempted to launch your new training program company-wide in one big bang. Don’t. Here’s why:
Why it’s better to roll out in waves: - You’ll catch issues early with a pilot group (usually your top reps or most vocal skeptics). - Feedback from the first wave helps you fix broken scenarios, confusing instructions, or missing content. - It’s less overwhelming for you—and for the team.
How to roll out: - Pick a pilot group (10-20 people is plenty). - Give them a week to complete the modules. - Collect feedback ruthlessly. What didn’t make sense? Where did they get stuck? - Iterate quickly, then open the training up to a wider group.
What to skip: - Endless “steering committee” meetings. Get the first version live, then improve it.
5. Track Progress, But Don’t Drown in Data
Secondnature gives you lots of analytics, but you don’t need to build a wall of dashboards. Focus on what actually helps you improve the training and prove impact.
What’s useful: - Completion rates: Who’s done the training? Who’s stuck? - Scores by scenario: Are people actually improving on tough conversations? - Common stumbling blocks: Are reps consistently missing the same questions or objections?
What’s not: - Vanity metrics (e.g., total hours spent in the platform). - Overly granular breakdowns nobody reads.
Pro tip: Set up a simple report for managers so they know who needs coaching—don’t make them log in to five different tools.
6. Give Feedback That Actually Helps
Automated feedback from Secondnature is a good start, but real coaching still matters. Here’s how to keep it scalable:
- Use the platform’s built-in feedback to highlight where reps are strong or weak.
- Encourage managers to listen to a sample of rep simulations each week—just 1-2 per person is enough.
- Share best practices in a group session or Slack thread, not just one-on-one.
What to avoid: - Public shaming. Celebrate improvement, not just top scores. - Making feedback a one-time event—consistency beats intensity.
7. Rinse, Repeat, and Keep It Simple
A common mistake is to build a huge, complicated training program, then leave it to rot until the next launch. Keep your process light and flexible:
- After launch, review what worked and what didn’t. Update scenarios as your product evolves.
- Archive or delete outdated modules—don’t let the platform become a graveyard.
- Ask reps what training actually helped them in real calls. Ignore the rest.
Pro tip: Treat your training like a living product, not a one-and-done project.
If you remember one thing: keep your product launch training simple, focused, and tied to the conversations that matter. Secondnature can save you time and scale your impact, but only if you use it to solve the real problems your team faces—not just to check a box. Start small, listen to feedback, and tweak as you go. That’s how you build training that actually works.