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June 23, 2025

Sales Directors Need a Safe Environment to Role Play and Practice

Stephanie Sanderoff | Senior Living Minute: Sales Directors Need a Safe Environment to Role Play and Practice Improved Meta Description

In this Senior Living Minute, Stephanie Sanderoff shares why role play should be a foundational part of sales training. Sales directors need a safe, supportive space to practice, not just pressure-filled interactions with prospects.

Learn how breaking down processes like Discovery into smaller coaching moments helps teams improve without fear.

Guest: Stephanie Sanderoff | Join the Discussion on LinkedIn! 💬

Transcript: Sales Directors Need a Safe Environment to Role Play and Practice

Role play is such an interesting topic when it comes to senior living—lots of people hate it. That’s why we need to make sure we’re giving our sales directors a comfortable environment to practice, without putting them on the spot or making them feel uncomfortable.

It’s about that one-on-one time they spend with coaches, asking questions, and modeling behaviors. That’s really where we start to see the impact. We have to ensure we’re not practicing those skills on the customer but instead in a safe environment with one another.

I truly believe role play is essential. Think about professional athletes—they all have coaches. So why not us? Why can’t we have a coach? If we take a process like Discovery and break it into smaller chunks, that’s where role play becomes incredibly valuable.