If you’re tired of sales call “training” that feels like a waste of time, you’re not alone. Real practice is hard to come by, and sitting through another role-play with a bored coworker rarely helps anyone get better. AI-powered simulations promise to fix that—giving you a no-pressure way to actually practice and improve. This guide is for sales managers, enablement leads, and individual reps who want to use tools like Secondnature to actually get better on calls, not just tick a training box.
Let’s get into what works, what doesn’t, and how to actually use AI simulations to see real improvement—not just another “innovation” that gathers dust.
Why Bother with AI Simulations for Sales Calls?
Before we get tactical, let’s be real: AI tools aren’t magic. They won’t turn someone who can’t sell into a rainmaker overnight. But, when used right, they do offer a few real advantages:
- Safe, judgment-free practice: No manager or colleague judging you. Just you and the AI.
- Instant feedback: You get tips right away, not three days later.
- Repetition without boredom: Practice the same scenario as many times as you want. The AI won’t roll its eyes.
That said, they work best for building muscle memory, nailing messaging, and handling common objections. They’re not a silver bullet for deep relationship-building or reading subtle customer cues.
Step 1: Get Set Up with Secondnature
First things first: you need access. Secondnature is a paid platform—so if your company doesn’t already use it, you’ll need to get a trial or talk to your enablement team.
Here’s what you’ll want to do:
- Log in and poke around. Don’t skip this. Click through the dashboards, see what scenarios are available, and get a feel for the basics.
- Check what’s included. Some companies set up custom scenarios. Others use out-of-the-box options. Know what’s there.
- Make sure your mic and camera work. It sounds basic, but a lot of people waste time on tech issues.
Pro tip: If you’re running into access issues, don’t wait for IT. Secondnature support is usually helpful, and there’s no shame in asking for a password reset.
Step 2: Pick the Right Scenarios (Don’t Just Click Randomly)
It’s tempting to try everything, but focus matters. Here’s how to choose:
- Start with what you actually do. If you’re a BDR, don’t waste time on closing scenarios. If you’re an AE, focus on discovery or demo calls.
- Look for common customer objections. Are “budget” or “timing” always coming up? Find simulations that cover those.
- Align with what your manager cares about. If your team is pushing a new product, practice that pitch.
What to Ignore
- One-size-fits-all demos: Generic “sales call” simulations are a snooze and rarely match your real-world calls.
- Super advanced scenarios on day one: Don’t jump into the deep end. Get good at the basics first.
Step 3: Actually Practice (Don’t Just Watch)
This is where most people go wrong. Watching sample calls or reading scripts doesn’t build skills. Talking out loud does.
Here’s how to get the most out of practice:
- Do it out loud, in real time. Yes, it feels awkward. That’s the point. Muscle memory only builds when you actually speak.
- Aim for short, focused sessions. Ten minutes of real practice beats an hour of half-paying-attention.
- Treat it like a real call. Stand up, take notes, use your own words. Don’t just parrot back scripts.
- Record yourself (if possible). You’re not auditioning for a podcast, but hearing your own tone and pace is eye-opening.
Pro tip: Don’t chase “perfect.” Flubbing a line in practice is better than freezing up in front of a real customer.
Step 4: Review the Feedback—But Use Your Own Judgment
Secondnature will give you instant feedback after each simulation. It’ll score things like:
- Talk-to-listen ratio
- How well you handled objections
- How clearly you explained the product
- Filler words, pace, and tone
This is useful, but don’t treat it as gospel. Here’s what to keep in mind:
- Focus on a couple of areas at a time. If you try to fix everything at once, you’ll end up fixing nothing.
- Some scores are more helpful than others. A low “energy” score might matter if you sound bored. But if you’re naturally calm, don’t try to turn into Tony Robbins.
- Feedback on “keywords” can be hit or miss. Sometimes the AI wants you to use cheesy phrases nobody would actually say. Use your own judgment.
What to Ignore
- Overly generic suggestions: “Be more confident!”—okay, but how? Skip fluff.
- Pitches that sound nothing like your brand: If the AI wants you to say “cutting-edge solution” and you’d never utter that, don’t force it.
Step 5: Rinse and Repeat—But Don’t Burn Out
Improvement comes from repetition, but not from burning yourself out. Here’s what actually works:
- Practice a few times a week—not hours a day. Consistency beats cramming.
- Mix up scenarios as you get more comfortable. Once you nail one objection, move to the next.
- Bring in a real person occasionally. AI is great, but sometimes a teammate can point out things the machine misses (like if you’re talking way too fast).
Pro tip: If you’re stuck or bored, ask your manager to swap in fresh scenarios. Stale practice leads to stale results.
Step 6: Bring What Works into Real Calls
This is the whole point. Don’t let your practice stay in simulation land.
- Pick one thing to try on your next call. Maybe it’s a new way to handle “we don’t have budget.” Maybe it’s just pausing longer after you ask a question.
- Don’t be afraid to sound different. If the practice made you more concise or clearer—great. Your real customers will thank you.
- Ask for feedback from real people. The AI doesn’t know your customer’s vibe. Your manager or peers might.
What AI Simulations Can’t Do (And What to Watch For)
A quick reality check:
- AI can’t read the room. Humans pick up on awkward silences, sarcasm, or subtle buying signals. The AI can’t.
- It won’t teach you to build relationships. Small talk, humor, reading body language—these still need human practice.
- Don’t get obsessed with your “score.” No customer cares if you got 98% in a simulation.
What does this mean? Use AI simulations as a tool—but not your only tool.
Keep It Simple and Iterate
Here’s the bottom line: Don’t overthink it. Use Secondnature to practice real scenarios, get honest feedback, and focus on one or two things at a time. Forget trying to game the system or chasing a “perfect” score.
Practice regularly, bring your learnings into real calls, and adjust as you go. That’s how you actually get better—not by memorizing scripts, but by making small changes that stick.
Now, go practice for real. And remember: the only bad sales call is the one you don’t learn from.