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. As 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:

‍

1. High-Stakes SDR Ramp-Up‍

As Total Rewards Software launched its first outbound SDR team, leadership needed immediate proof of impact. The team had just a few weeks to generate qualified meetings and build pipeline, making fast and confident ramp-up essential.

‍

2. Complex Multi-Persona Targeting‍

TRS sold to a diverse buyer group — CHROs, HR Directors, Talent leaders, Operations executives, and Benefits teams. Each persona had different priorities, making generic training ineffective and inconsistent.

‍

3. Objection Paralysis on Early Calls‍

SDRs frequently struggled with common roadblocks such as “Send me info,” “No budget,” “We’re piloting another tool,” and HIPAA-related concerns. These objections often derailed momentum and led to dropped opportunities.

‍

4. Lack of Coaching Visibility‍

Leadership lacked a data-driven way to evaluate SDR readiness. Without standardized assessments or structured feedback, it was difficult to know when SDRs were prepared for live calls or where coaching should focus.

‍

The Solution:

Outdoo’s AI-powered roleplay and coaching platform enabled TRS to build a scalable, high-performance SDR training system:

‍

1. 100% Daily Role-Play Coverage with Real Buyer Personas‍

SDRs practiced daily with AI-powered buyer bots modeled after real TRS decision-makers, from budget-conscious CHROs to compliance-focused Ops leaders. This ensured realistic, repeatable training.

‍

2. 100+ Bots Created Weekly for Scenario Depth‍

The TRS team cloned new bots from actual SDR calls, covering:

‍

• Introductory “easy” personas for early confidence
• Mid-level objections around budget, timeline, or competitive tools
• Advanced curveballs such as HIPAA, security, and customization requirements

‍

This gave SDRs full exposure to real in-market situations.

‍

3. Behavioral Benchmarking with AI Scorecards‍

Outdoo tracked 40+ behaviors including pitch clarity, discovery depth, objection reframing, and confidence. Scorecards revealed strengths and prioritized coaching areas at both individual and team levels.

4. Instant Feedback Loops‍

SDRs received automated feedback after every roleplay, shortening learning cycles and accelerating the path to proficiency.

‍

5. Scalable, Self-Sufficient Coaching Model‍

Managers could clone new bots in minutes, turning real transcripts into updated scenarios and keeping training aligned with evolving buyer challenges.

‍

The Impact:

Outdoo’s AI-driven training system helped TRS build a confident, high-performing SDR team — achieving measurable, repeatable results:

‍

✅ 50% Faster SDR Ramp-Up‍

SDRs became call-ready in 2 weeks, down from 4–6, leading to faster pipeline creation and early ROI.

‍

✅ +23% Improvement in Objection Handling‍

SDRs learned to navigate objections confidently and convert tough moments into next steps.

‍

✅ $100K Pipeline per SDR in 90 Days‍

Every SDR influenced ~$100K in pipeline within their first quarter — proving consistency and repeatability at scale.

‍

✅ 42% Increase in Qualified Meetings‍

More prospects advanced from outreach to discovery calls, improving conversion and shortening sales cycles.

‍

Transforming SDR Training with Outdoo (formerly MeetRecord)

“Outdoo.ai gave our new SDR team the confidence to handle every persona and objection. Within 90 days, each rep had created $100K in pipeline, and ramp-up time was cut in half. The impact on both speed and quality has been transformative.”

— Dan Tibbits, Channel Manager, Total Rewards Software

‍