How halvane made practice happen without blocking a manager’s afternoon

The challenge

halvane’s managers ran role-play when they could, which meant rarely. Reps who wanted to practice had to find someone willing to play the buyer, and compliance questions were the ones nobody wanted to play.

What they tried

Managers tried recording role-plays and sharing them in Slack. A few reps watched them; almost nobody practiced, and the managers still had to play the buyer.

Rolling out Dryrun

The team turned their toughest compliance and security objections into Dryrun scenarios in the first week. Reps practiced between calls, without booking anyone’s time.

“Nobody has to block an hour to play the buyer anymore. Practice just happens.”

Omar Haddad, Head of Enablement, halvane

The results

Practice volume rose to 2.4 times what manager role-play had delivered, and almost nine in ten reps now practice every week.