· Peter Petrov · Sales Training · 3 min read
How CoachAbility Doubled Their Client Capacity Without Hiring More Trainers
CoachAbility built their training around roleplay. It worked - but it meant a trainer in every room. They partnered with Skylar to add AI practice between sessions. Same team, twice the clients.
CoachAbility believed in roleplay before AI made it easy.
They’re a sales training firm based in Milan. Small team. Boutique. Their whole method was built on one idea: reps learn by doing, not by watching slides. Roleplay was how they taught. It was also how they certified that the skills stuck.
It worked. But it was the thing holding them back.
Why roleplay was non-negotiable
Their clients didn’t want theory. They wanted training that changes how reps sell. Not what they know. What they do.
CoachAbility used roleplays for two things. First, to make sure reps could apply what they learned. Second, to certify that they did. Every skill got practised. Every rep got assessed.
The results were real. But every roleplay needed a trainer in the room. Watching. Scoring. Giving feedback. That takes time. And time was the one thing they couldn’t scale.
The ceiling
To take on more clients, they’d need more trainers. That was the only path to growth.
Hire more people, run more sessions, serve more clients. The maths was simple. And limiting.
The problem with “go practise on your own”
You can’t just tell reps to rehearse and expect it to happen. Left on their own, most people don’t practise. No structure. No feedback. No accountability.
CoachAbility knew this. That’s why they kept trainers in the room. But it meant every hour of practice cost a trainer’s hour too.
What we built together
CoachAbility partnered with Skylar to create AI roleplays tailored to each client engagement.
Not generic practice. Every scenario was built for the specific company, product, buyer type, and skill being trained. A rep selling cloud services to a CFO practises a different conversation than one selling logistics to a procurement lead.
We worked with CoachAbility to make sure the AI practice matched their method. Their frameworks. Their standards. So when reps practised between sessions, they were practising the right things the right way.
How it fits into the programme
Between live sessions, reps complete around eight roleplays per skill. It’s built into the workflow. Not optional. Not extra credit.
Trainers see the results before the next session. They know who’s ready. They know who’s struggling. They know exactly where to focus.
Live time shifts from drilling basics to real coaching. “I saw your practice runs. Here’s where you’re losing the prospect.” That’s a different session than “let’s try a budget objection again.”
Certification, solved
The AI roleplays double as certification. Reps demonstrate the skill. Scores are tracked. CoachAbility can certify at scale. Without a trainer in every room.
This was the unlock. The thing that made roleplay-based certification possible for more clients without more headcount.
The result
Since working with Skylar, CoachAbility has doubled the number of clients they serve. Same team.
“We’re serving twice the clients. But honestly, winning them got easier too. When you tell a prospect their reps will get eight practice rounds between every session - scored, tracked, tailored to their business - that’s not a hard sell. That’s something they haven’t been offered before.”
— Gennaro Guida, CEO & Founder, CoachAbility
Trainers do what only trainers can do. The AI handles the volume. The clients get better outcomes because practice doesn’t stop when the session ends.
Running a training company?
If you’re hitting the same ceiling - more demand than your team can deliver - we should talk.
We’ll show you how CoachAbility set this up and what it could look like for your business.
