Why Roleplaying is a Waste of Time (and What Comedy Can Teach You About Real Sales Practice)

Your salespeople hate roleplaying.

You know this. I know this.

But here's the thing: your team still needs practice. They just don't need fake practice.

During my time as a stand-up comedian, I learned something crucial about getting better at anything that requires real-world performance.

Sure, in the very beginning I'd rehearse jokes in front of a mirror with a hairbrush as a microphone. But that bathroom mirror roleplay only took me so far.

Real improvement happened on stage – but not just any stage, because the audience matters.

Not All Stages Are Created Equal

Gig at the Improv Comedy Club? You better bring your absolute best material. The room is packed, people paid good money, and you can't afford to bomb.

An open mic at a dive bar where bikers are shooting pool and half the crowd is ignoring your set for the Nuggets game? Pure gold for testing new jokes.

That dive bar taught me more about comedy than any mirror ever could. The stakes were low, the audience was forgiving (or at least distracted), and if a joke fell flat, nobody cared. It was the perfect place to work out the kinks before taking my material to the big stage.

The lesson here isn't just about comedy. It's about creating the right environment for practice – real practice with real consequences, but consequences you can afford.

Here's How to Apply This to Your Sales Team

Stop forcing your salespeople to pretend with each other. Instead, give them a tiered system that mirrors how comedians actually get better:

✅ Step 1: Build a lead scoring framework

Not all leads are created equal. You need a system that identifies what makes a lead high-value versus low-value based on your ideal customer profile. Company size, industry, timing, budget – whatever matters most to your business.

✅ Step 2: Turn low-scoring leads into your "dive bar open mic"

These are your practice opportunities. Have your newer salespeople take these calls. The pressure is low, the stakes are manageable, and they're getting real reps with actual prospects. If they stumble through a pitch or ask the wrong questions, it's not the end of the world.

✅ Step 3: Deploy your all-stars on high-scoring opportunities

Once your newer reps have sharpened their skills on lower-stakes calls, they're ready for the big stage with your most valuable prospects. Your experienced salespeople handle the high-value leads where every word matters.

Why This Actually Works

Trust me, your salespeople don't want to role-play with you, each other, or even AI. But they'll gladly take real calls where the pressure is low and the practice is real.

Here's why this approach is so much more effective than traditional roleplay:

Authentic feedback: Real prospects give real reactions. You can't get that authentic feedback from a colleague who's just playing along.

Real consequences: Even low-stakes leads are still leads. There's enough pressure to keep people engaged and learning.

Natural progression: Just like comedians work their way up from open mics to headlining, your salespeople develop confidence as they move from low-value to high-value prospects.

No resistance: Nobody has to pretend or feel awkward. They're just doing their job – selling to real people.

The Punchline

Give your people permission to practice on prospects that matter less so they can perform when it matters most. Create your own "dive bar open mics" with low-scoring leads, and save your "Improv Comedy Club" prospects for when your team is ready to absolutely nail it.

Want to shake things up with your sales training? Pitch Lab helps teams differentiate from the competition, build stronger connections, and win more deals. No roleplaying required.