Every sales cycle depends on the same fundamentals: building trust, understanding the client's needs and position, negotiating well, holding scope, protecting the value of the work, and getting paid what it's worth. Ovida measures how your team handles these conversations, reviews them against your customized sales benchmarks, and lets people rehearse tough negotiations before they're in the room. Across two enterprise deployments of Ovida in 2026, the sales people who practiced most were the ones who performed the best.
Procurement teams and your clients do most of their decision making without you in the room. For the time you do get every conversation can influence the decision.
of a buyer's time is spent with potential suppliers, the rest of the 83% is spent on independent research, internal meetings and talking to each other
of a buyer's time is what one potential supplier gets, when several are in the running
of B2B buyers describe their latest purchase as very complex or difficult
Sources: Gartner, B2B buying research
Measured across two 2026 deployments
A global retailer's sales academy put AI roleplay inside its program as a structured element, with scheduled practice and completion expectations, covering cold calling and discovery over ten weeks. Scores are measured against each participant's own first attempts, so improvement is relative to where that person started rather than to the rest of the cohort.
average skill score gain once practice was sustained
of participants who practiced at volume improved, without exception
strongest individual improvement, against their own starting level
passed the twenty-roleplay target where practice was scheduled
Roleplays completed
Two enterprise sales deployments, 2026. Both organizations are anonymized at their own preference.
The meeting was to really understand the clients problem and who the stakeholders are. Then to discuss options to help, not to jump to pitching your solution.
The client names a concern or potential problem with progressing as proposed. You move past the topic looking to complete your planned agenda.
You are not focused on what the clients needs really are and miss that your solution does not match the problem. Wasting time and damaging the relationship.
Ovida takes your organisation's definition of a good sales process, conversations and skills and sets these as the benchmark against which to measure performance. Your team then practice the chosen behaviours with our Ovida AI counterpart until the practice results in sales confidence.
Sales conversation behaviors
Understanding the process, being empathetic, listening and building thrust is key.
A client pushes back hard on price just before signing, hinting they will walk if the number does not move.
Does the rep discount to close, or hold the line on value?
Ovida measures how that negotiation plays out, reviews it against your pricing benchmarks. The team can then rehearse the pushback before the real call, so margin survives the final stretch of the deal.
A long-standing client questions whether they are still getting value, right before a renewal decision.
Does the account manager get defensive, or genuinely understand what has changed for the client?
Ovida measures how that conversation goes, reviews it against your account management benchmarks. Teams can then rehearse the renewal conversation before it happens, so the relationship survives and so does the contract.
A prospect gives a surface-level answer to "what do you need?" and your team moves straight to pitching, missing the real problem underneath.
Did anyone find out what the client actually needs?
Ovida measures how well your team probe, listen and ask follow-up questions, reviews it against your discovery-call benchmarks. They can then rehearse asking better questions before the next call, so the offer fits what the client needs and the deal closes.
Ovida results show that practice roleplays really drive changed behaviours and improved performance outcomes.
A dose you can actually prescribeStructured programs with support and expectations set materially increased test results.
How you launch it decides the resultOvida results show that the spread of team member results halved, bringing the performance up to a consistently good benchmark.
Your weakest sellers move the mostBuilding trust delivers consistently better and sustainable results
One on one coaching, training and feedback is time consuming. Ovida provides scenarios to role play in, in a safe environment, multiple times. Improving the sales outcome.
Ovida allows you to provide tailored training to the specific needs of each person at a cost effective price. Your reporting shows the take up and level of improvement of your team.
Listening, showing empathy and building trust means you develop long term relationships leading to the right solutions for your client. Not always what you were looking to sell.
What Ovida measures, how the scoring is checked, what happens to your data, and the questions people ask about growth & sales performance.
Read the FAQsOther places conversations carry consequence
No confidential recording needed. We will walk you through a sample.
