Whether it’s a discovery call, a cold call, or a follow-up, every simulation is tailored to challenge and coach reps in real time, improving their confidence and performance with every session.
Design Your Simulation Setup
HeySales offers a flexible, simulation-driven environment where trainers and admins can:
Select Call Types: Choose between Discovery Calls, Cold Calls, or Follow-ups to target specific skill areas.
Adjust Challenge Levels: Scale the complexity of conversations from basic to advanced depending on rep experience.
Customize Company & Buyer Profiles: Use AI to build realistic personas, ensuring every simulation mirrors actual buyer behavior.
Each simulation is automatically scored based on conversation quality, prospect engagement, and brand positioning, providing measurable insights for coaching.
Step 1: Setting Up a Discovery Call
To begin, navigate to: Studio → Create Call Simulation → Discovery Call
Add Basic Details
Title & Description: Give your simulation a clear name and a brief summary. (Descriptions can be up to 1000 characters.)
Thumbnail: Add a banner image to make your simulation visually appealing. ( Recommended dimensions: 800 x 180 pixels )
Call Duration & Challenge Level: Define the length of the call and indicate how challenging it is for the learner. (Note: Challenge level is informational—it doesn’t control actual difficulty.)
Skill Tags: Tag key skills on the right panel, such as “Objection Handling” or “Active Listening.” You can also manage and add sub-skills via the Admin → Manage Skills section.
This setup ensures your simulation is well-structured, engaging, and aligned with your coaching goals.
Step 2: Adding Company and Buyer Profiles
A well-defined profile makes your simulation realistic and effective.
Customer Company Profile
The Customer Company Profile provides context for the scenario. You can:
Manually create it, or
Use SEEK (AI assistant) to auto-generate realistic company details such as:
Industry type
Company size and revenue
Tech stack and other business specifics
You can also use the Shuffle feature to randomize or reuse pre-existing scenarios.
Use Main Shuffle for all sections (Company, Buyer, and Buyer Needs)
Or shuffle each section individually
Buyer Profile
The Buyer Profile defines the persona that your sales reps will engage with. This section helps the AI understand the buyer’s mindset, background, and objections.
Fill in:
Persona: Describe the buyer — years of experience, expertise, tone, and communication style.
Designation: Indicate their level of authority or buying power.
Profile: Add background details such as education, experience, or specialization.
Personality: Choose from types like Friendly, Analytical, Assertive, or Skeptical.
Voice: Pick a preferred accent or voice style for the simulation.
Objection Tendencies: Add common friction points or pushbacks your reps should handle.
Example Statements: Add how objections could be raised and possible responses.
Small Talk: Personalize the conversation with light, contextual openers.
Success Metrics (KPIs): Define measurable outcomes such as qualifying the lead, scheduling a demo, or identifying the buyer’s intent.
Buyer Needs / Objectives
This section establishes the context for the buyer’s goals and challenges, helping the AI simulate realistic interactions.
Include:
Prospect Objectives: Define what the buyer is trying to achieve.
Company Pain Points: Outline key business problems (e.g., low retention, poor efficiency).
Assessment Questions: Add questions the bot can ask the rep (e.g., “What solutions do you recommend to improve productivity?”).
Accepted Responses: Define ideal answers or best practices reps should follow.
Deal Killers: Note what statements or actions would immediately end the deal.
Opportunity Triggers: Add cues the AI can use to test reps on upselling or cross-selling opportunities.
Step 3: Assessment
Each simulation includes built-in evaluation criteria that measure performance across critical skills, such as:
Conversation quality
Prospect engagement
Brand positioning
Understanding Buyer Needs
Buying intent Qualification
Decision Process & Authority
Next Steps & Call Progression
Objection Handling
Competitive Positioning
These metrics help learners see exactly what they did well — and where to improve.
Before publishing, preview the entire simulation to experience it as a learner would. Make any necessary adjustments for clarity and flow.
Assigning Learners
Once your simulation is ready, you can assign it to specific users or user groups within Paperflite. This enables easy tracking of:
Who has completed the simulation
Who is yet to begin
Overall learner performance
Step 4: Reviewing Results and Feedback
Once learners complete the simulation, they receive a detailed performance report, including:
Overall Score
Call Recording and Transcript
Metric-wise Evaluation, such as:
Conversation Quality
Prospect Engagement
Buyer Intent Qualification
Next Steps and Progression
Learners can click on each evaluated parameter (like “Buying Intent Qualification”) to see a detailed breakdown, helping them learn from their performance.
They can also replay call recordings and review transcripts for self-assessment.
Admins can access aggregated reports to track learner completion, identify skill gaps, and plan future training sessions.
Setting Up a Cold Call Simulation
Cold Call Simulations train reps to:
Confidently initiate conversations
Handle objections in real-time
Secure follow-up meetings
The setup process is similar to Discovery Calls — the only difference is that Cold Call reports include an additional metric:
Brand Positioning — evaluates how effectively the rep represents your organization’s value proposition.
Need Help?
If you need any assistance setting up or running your call simulations, reach out to us at support@paperflite.com, and we’ll be happy to help.