Salesperson roleplay has long been a cornerstone of sales training, helping reps practice tough conversations in a safe environment. But traditional roleplay has its limits: it can feel scripted, predictable, and far from the messy realities of the field.
That’s where AI comes in. By introducing adaptive, hyper-realistic simulations, AI can transform roleplay into a dynamic experience that mirrors the real-world pressures and personalities sales teams face every day.
In this article, we’ll explore how Cicero partnered with Medtronic to do exactly that, turning conventional roleplay into “realplay” that drives both sales excellence and better patient outcomes.
How did Cicero improve salesperson role play with AI?
Cicero has already shaped how salesperson training is being delivered Learn more about how we helped Medtronic, a global leader in medical technology, improve the ability of their sales team to navigate critical conversations with surgeons about FDA-regulated products and procedures.
At Medtronic, innovation is more than a buzzword - it’s a commitment to excellence in healthcare. Medtronic has consistently pushed boundaries to improve patient care and empower its workforce. This dedication led to a groundbreaking partnership with Cicero, leveraging cutting-edge technologies like AI, virtual reality (VR), and augmented reality (AR) to reimagine sales training.
Imagine stepping into an operating room, surrounded by the hum of medical equipment. You’re not a surgeon, but a Medtronic representative, supporting the medical team by helping ensure they understand how to get the most from a life-changing medical device. In this high-stakes environment, clarity and confidence are essential - every detail matters when working toward achieving the best results.
This was the challenge Medtronic faced: They needed a way to train their sales team to confidently navigate tough conversations about FDA regulations, a key pain point that if navigated incorrectly, can lose a deal.
Cicero achieved this aim by turning salesperson role play into “realplay.”
Turning salesperson role play into “realplay” with Cicero
Colleen Tully, Senior Program Manager of Innovation at Medtronic recognized that traditional roleplay methods couldn’t replicate the unpredictable nature of real-world surgical interactions. Enter Cicero—a transformative platform that redefines workplace training through hyper-realistic simulations powered by AI and XR technologies.
As an “early prompter” in adopting advanced technologies, Colleen saw the potential immediately. “We needed something beyond scripted scenarios,” she explains. “Something that felt real, challenged our reps, and prepared them to think on their feet.”
This marked the birth of realplay at Medtronic, a dynamic approach using AI in salesperson roleplay training to simulate authentic conversations with surgeons worldwide.
Through partnership with Cicero, Medtronic is transforming its training program into immersive experiences. From using VR operating rooms to help teach procedures to mobile lifelike AI avatars with dynamic personalities, sales reps now engage in real-life scenarios tailored to specific products, procedures, and even personas. The avatars simulate diverse surgeon personalities—from demanding to collaborative—ensuring reps are prepared for any interaction they may face.
Unlike traditional roleplay, Cicero’s AI-driven personas adapt dynamically, creating fresh challenges every session. This “realplay” approach allows reps to practice unscripted communication in a safe environment until mastery becomes second nature.
Colleen emphasizes the importance of this innovation: “It’s not just about knowing the product; it’s about understanding nuances in communication—subtle cues and real-time adaptability.” With Cicero’s multilingual capabilities, Medtronic can deliver consistent training globally while tailoring scenarios to regional needs—all can set up in just 15 minutes per session!
Read our full case study to see how Cicero supported Medtronic.
The human element: Colleen’s vision
Colleen’s leadership was central to this transformation from Salesperson role play to real play. Her vision extended beyond technology adoption; it focused on empowering people to make meaningful impacts on patient outcomes. “We’re not just training sales reps to sell,” she says. “We’re preparing them to make a real difference.” This reflects the Medtronic Mindset: a commitment to innovation with purpose, centred on alleviating pain, restoring health, and extending life.
What’s the advantage to AI-enhanced salesperson role play?
There’s a lot of data-driven advantages to using AI realplay with Cicero. For Medtronic, Cicero provided measurable results through actionable analytics. Real-time AI coaching offered instant feedback during interactions, highlighting strengths and areas for growth while enabling targeted coaching personalized for every rep.
Colleen highlights the value of real-time insight: “Reps are getting immediate, meaningful feedback after each interaction.” These assessments offer rich, actionable input that helps reinforce learning and build confidence right away, setting the stage for smarter decisions and stronger performance across teams.
There’s far more you can benefit from with AI-powered roleplay training. Download our guide to see how you can implement AI situation training effectively in your sales team.
Award-winning innovation
Medtronic’s groundbreaking project, Simulating Success: How AI and XR Are Shaping Medtronic's Virtual Surgery Platform, earned First Runner-Up in the Work category at the IDC Future Enterprise North America Awards. This recognition underscores how immersive roleplay can redefine corporate training and drive meaningful outcomes.
Medtronic’s journey with Cicero is proof that innovation drives excellence, not just in sales, but in empowering teams to contribute meaningfully to health and healing.
Are you ready to move beyond traditional roleplay? Discover how Cicero can help your organization achieve true transformation through immersive training solutions.
Join the future of salesperson role play training: try Cicero today to experience Cicero’s hyper-realistic simulations firsthand.