Total Rewards Software Cuts SDR Ramp-Up Time by 50% with AI-Powered Sales Roleplays
Total Rewards Software (TRS) helps employers attract, engage, and retain talent by showcasing the full value of their compensation and benefits.
Located
Rocklin, California
Industry
SAAS
50%
+23%
$100K
See How Outdoo Turns Practice Into Performance with AI Roleplays?
Book a DemoAs TRS scaled into healthcare, STEM, and manufacturing, leadership launched their first outbound SDR team. Success hinged on ramping SDRs quickly, consistently, and confidently - with measurable results.
The Challenge
As Total Rewards Software launched its first outbound SDR team, leadership needed to prove impact quickly. The team had a narrow window to begin generating qualified meetings and pipeline, which made fast, consistent ramp-up critical. Traditional onboarding approaches were too slow and inconsistent for the urgency of the business.
The SDRs were tasked with selling into multiple buyer personas, including CHROs, HR directors, talent leaders, operations executives, and benefits teams. Each persona brought different priorities, concerns, and objections, making generic training ineffective.
Early calls frequently stalled due to common objections around budget, competing tools, and compliance considerations such as HIPAA. At the same time, leadership lacked a reliable, data-driven way to assess readiness or identify where coaching should focus, increasing the risk of inconsistent performance and delayed pipeline creation.
The Solution
Total Rewards Software implemented Outdoo’s AI-powered roleplay and coaching platform to build a structured, data-driven SDR enablement system. The focus was on accelerating ramp time, standardizing performance expectations, and ensuring reps were fully prepared for live outbound conversations across complex buyer personas.
100% Daily Role-Play Coverage with Real Buyer Personas
Every SDR engaged in daily AI roleplays designed around real Total Rewards Software decision-makers. These simulations reflected the nuances of their target audience, from cost-conscious CHROs to compliance-driven operations leaders. By practicing against lifelike buyer behavior in a controlled environment, SDRs built confidence and consistency before stepping into live calls.
“Daily repetition with realistic personas gave our team a safe environment to make mistakes and improve quickly. By the time they were on real calls, they’d already handled those scenarios multiple times. ”
100+ Bots Created Weekly for Scenario Depth
The TRS team continuously expanded its training library by cloning AI bots directly from real SDR conversations.
This allowed them to replicate a full spectrum of buyer scenarios, including introductory conversations for early confidence-building, mid-stage objections around budget and competitive tools, and advanced curveballs involving HIPAA, security, and customization. The result was comprehensive exposure to real in-market conditions without risking live opportunities.
“We didn’t rely on generic scripts. We built bots from real conversations, which meant our SDRs were training against exactly what they were hearing in the market. ”
Behavioral Benchmarking with AI Scorecards
Outdoo automatically evaluated more than 40 critical selling behaviors across every roleplay. Metrics such as pitch clarity, discovery depth, objection reframing, talk-to-listen ratio, and confidence were scored consistently.
These AI scorecards gave leadership clear visibility into skill gaps while helping SDRs focus on the behaviors most closely tied to meeting conversion and pipeline creation.
“The scorecards gave us objective data on performance. Instead of coaching based on opinion, we coached based on measurable behaviors. ”
Instant Feedback Loops
After every roleplay, SDRs received immediate, structured feedback highlighting strengths and areas for improvement. This shortened the learning cycle dramatically. Instead of waiting days for manager input, reps could adjust their approach in real time and apply improvements to the next practice session or live call.
“The immediacy of feedback was a game changer. Improvement happened session by session, not weeks later. ”
Scalable, Self-Sufficient Coaching Model
Managers were able to generate new AI bots in minutes by uploading real call transcripts, ensuring training stayed aligned with evolving buyer objections and messaging updates. This created a self-sustaining coaching engine where practice scenarios continuously reflected real-world selling conditions, without adding administrative burden to leadership.
“Being able to turn real calls into new training scenarios kept us ahead of the market. Coaching became proactive instead of reactive. ”
The Impact
By combining AI roleplays with real-time coaching insights, Total Rewards Software built a confident, high-performing SDR team that delivered measurable results quickly and consistently.
Faster Time to Productivity
SDRs reached call readiness in just two weeks, cutting ramp-up time by 50 percent and accelerating pipeline creation during a critical growth phase.
Stronger Objection Handling and Confidence
Objection-handling effectiveness improved by 23 percent as SDRs learned to navigate budget concerns, competitive pressure, and compliance questions with confidence and consistency.
Scalable Pipeline Growth
Each SDR influenced approximately $100,000 in pipeline within their first 90 days, demonstrating a repeatable, scalable model for outbound success as the team continued to grow.
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