Ramp new reps before the pipeline pays for their practice.
Turn a 6-month ramp into weeks of daily rehearsal against your own ICP, objections and pricing. Sales leaders and enablement teams onboarding SDRs and AEs.
The problem
- Average AE ramp is 6.2 months and rising, and fewer than half of reps hit quota.
- New hires read the playbook, pass the quiz and then meet their first real objection with a customer on the line.
- Managers can shadow a handful of calls a week. The rest of the learning happens on deals you did not mean to spend.
What rehearsal looks like
Step 01
Upload the playbook
ICP, personas, discovery questions, objection handling and the demo flow. Kulissa turns them into buyers who know your product.
Step 02
Assign a path
A first-week path: cold open, discovery, three objections, a demo close. Each scenario has a rubric from your methodology.
Step 03
Practice daily
Ten minutes a morning with a buyer who interrupts, changes temperature and does not wait for the script.
Step 04
Coach on evidence
Every session ends in a scored debrief. Managers see who is ready and what to assign next.
A scenario on the floor
Scenario
The Skeptical Ops Lead
- Buyer
- Head of Operations at a 200-person logistics company, burned by the last vendor.
- Goal
- Earn a second meeting with the CFO.
- Twist
- She interrupts the pitch at minute two to ask why this is different from the tool they churned from.
Rubric
- Diagnoses before prescribing
- Names the last vendor's failure without trashing it
- Quantifies the cost of the status quo
- Secures a concrete next step
What managers see afterwards
- Time to first qualified meeting
- Rubric pass rate by scenario
- Objections mastered per rep
- Readiness before first live call
Numbers with sources
6.2 mo
Average AE ramp, the highest in the series
The Bridge Group, AE Models, Motions and Metrics 2026
48%
Account executives at quota
The Bridge Group, 2026
70%
Of training forgotten within a week unless used
ATD State of Sales Training 2023, citing Gartner
Questions
- How long does it take to set up onboarding scenarios?
- A pilot team is live within days of sharing the playbook. Scenarios are generated from your documents and reviewed by you before a rep sees them.
- Does this replace manager shadowing?
- No. It replaces the first fifty failed attempts a manager should never have to sit through, so shadowing time goes to the calls that matter.
Run this scenario on your playbook.
Twenty minutes. Your documents, a live buyer, the debrief your managers would read on Monday.