Virtual sales training programs use live webinars, self-paced modules, and AI-powered roleplay to deliver the flexibility remote and hybrid teams need. These platforms bridge the "knowing-doing" gap, transforming passive learning into high-performance habits for skills like prospecting and objection handling.
In this article, we’ll cover:
The leading virtual sales training solutions for 2026
Review of free certifications, enterprise methodologies, and AI-powered roleplay tools
Guide on choosing the right platform to drive your organization’s growth
Ready? Let’s go!
Stop Practicing on Leads: The Shift to AI Simulation
Traditional sales training is often too reactive. Reps learn a methodology—like Sandler or Challenger—but then have to test it out on live prospects. This "trial by fire" means real leads are often lost while new hires are still finding their footing. Peer roleplay, while common, rarely captures the actual pressure or unpredictability of a high-stakes sales call.
This gap between theory and practice leads to several core issues:
Lead Burn: Real opportunities are wasted as reps learn from their mistakes during live interactions. This is the core of the $23 billion problem destroying sales teams—the hidden cost of letting reps learn on live prospects.
Extended Ramp Time: It takes significant time for reps to gain the confidence needed to reach full performance.
Skill Decay: Without a way to immediately use what they've learned, reps quickly lose the core concepts from their training.
Kendo AI changes this by moving the learning process into a safe, simulated environment. Instead of practicing on your potential customers, reps use unlimited AI roleplay to master their approach. These AI prospects respond with realistic objections and emotional cues, allowing reps to build muscle memory before they ever pick up the phone for a real lead.
By the time a rep speaks to a prospect, they’ve already navigated the toughest objections and refined their tone, ensuring your pipeline stays protected.
Most programs tell you what to do but don't give you a place to do it. If you are looking for a deep dive into how these new platforms actually function, read the ultimate analysis of AI sales training.
TL;DR – Virtual Sales Training Programs at a Glance
1. Kendo AI – AI Sales Roleplay Training
Kendo AI has emerged as the definitive solution for sales teams ready to move beyond traditional training limitations.
Unlike first-generation tools that rely on rigid scripts, Kendo’s human-like prospects adapt to a rep’s tone, logic, and confidence, providing a realistic environment for high-stakes conversation mastery.
Positioned as "The World's First AI Sales Manager," Kendo combines three capabilities that no other platform fully integrates: ultra-realistic AI roleplay, automated call scoring across every conversation, and an AI-powered sales management layer that surfaces actionable insights.
Core Training Capabilities:
If you want to see how these features compare to other specialized tools, see our head-to-head reviews of Kendo AI vs. Second Nature and Kendo AI vs. FullyRamped.
Pricing: Free tier available; Pro plan at $55/month per seat (includes 180 roleplay minutes); Enterprise pricing for teams of 10+
What Makes It Different
While most sales training programs focus on teaching methodology through videos and courses, Kendo takes a fundamentally different approach. The platform provides ultra-realistic AI prospects that reps can practice against in live, voice-based conversations. These aren't scripted chatbots—they're AI-powered simulations that respond with realistic objections, hesitations, and buying signals.
Real-World Impact
Insurance team leader Kody Skvarla noted that his top performers doubled their monthly production by using Kendo as a warm-up tool before live calls.
By implementing 30-minute daily sessions, his team cut ramp-up time from months to weeks and saved 10+ hours of manual manager training time every single day.
Bottom Line: Kendo AI represents the future of sales training—where practice is unlimited, feedback is instant, and reps become proficient before they ever touch a real lead. Consistent practice is essential for hitting sales performance metrics early in a rep's tenure. For teams serious about reducing ramp time and protecting revenue, it's the clear category leader.
2. Highspot — Enterprise-Grade Enablement Platform
Highspot positions itself as a unified GTM enablement platform, combining sales content management, training modules, and analytics. Their AI Role Play feature offers scenario-based practice, though it's one component within a broader enablement suite rather than a dedicated training-first solution.
Best for: Large enterprises seeking unified sales enablement with content management, training, and analytics
Core Training Capabilities:
Pricing: Enterprise-level; contact for custom quotes
Bottom Line: Best suited for organizations that need content management and training unified in one platform. Teams focused specifically on intensive, dedicated roleplay training may find more depth in specialized solutions.
We’ve also reviewed the 12 best sales onboarding software solutions for teams needing this level of enterprise infrastructure.
3. Sandler Sales Training — Methodology-Based Behavioral Training
Sandler is the industry standard for teams that want to break the peddler stereotype and transition into a consultant role.
Their approach is centered on the Sandler Submarine, a methodology that requires reps to clear specific psychological compartments—such as Pain and Budget—before they move toward a close. This prevents deal slippage and ensures reps never waste time on prospects who are not a fit.
Best For: Teams facing high prospect resistance and those who struggle with providing unpaid consulting.
Core Training Capabilities:
You can reinforce this methodology by building specific sales roleplay scenarios in an AI environment that force reps to clear these stages before the close.
Pricing: Varies depending on engagement type
Bottom Line: Strong methodological foundation with proven behavior-change framework, though relies on traditional workshop formats without live AI simulation capabilities.
4. Dale Carnegie — Relationship-Focused Sales Training
Built on principles from "How to Win Friends and Influence People," Dale Carnegie's programs emphasize communication skills, emotional intelligence, and relationship management. The curriculum focuses on enhancing how reps connect with buyers rather than specific sales techniques.
Best for: Sales professionals prioritizing interpersonal skills and relationship building
Core Training Capabilities:
Pricing: Starts at around $2,500; also offers a $299/mo subscription for personal development partnership
Bottom Line: Excellent for developing soft skills and professional presence, though doesn't include practice simulation or automated call review functionality.
5. RAIN Group Virtual Sales Training
RAIN Group specializes in insight selling—helping reps gain deep customer understanding to establish trust with buyers. Their modular training covers foundational selling through strategic account management, with options for self-paced learning or facilitated workshops.
Best for: B2B teams focused on consultative selling and complex deal cycles
Core Training Capabilities:
Pricing: Customized based on client goals.
Bottom Line: Solid consultative selling curriculum with accessible self-paced options, though lacks live simulation or AI-powered practice components.
6. Richardson Sales Performance
Richardson emphasizes a customer-centered approach with workshops designed around collaboration rather than pitching. Their programs outline critical selling behaviors and provide structured frameworks for improving customer engagement throughout the sales process.
Best for: Mid-size to enterprise teams wanting structured consultative selling training
Core Training Capabilities:
Pricing: Contact for enterprise quotes
Bottom Line: Well-established consultative framework with digital reinforcement tools, though training relies primarily on workshop formats without AI-powered practice.
7. Corporate Visions — Behavioral Science-Based Messaging
Corporate Visions applies behavioral science principles to sales messaging and positioning. Their programs help reps understand buyer psychology, craft compelling narratives, and differentiate value propositions through scientifically-backed communication techniques.
Best for: Teams focused on improving sales messaging and buyer psychology
Core Training Capabilities:
Pricing: Varies by module; contact for program details
Bottom Line: Strong foundation in messaging science with research-backed approaches, though application happens through traditional workshop formats rather than live practice simulation.
8. Challenger Sales Training (by Richardson) – Insight-Led Selling Methodology
Based on the influential book and research, The Challenger Sale teaches reps to lead with insight, challenge buyer assumptions, and deliver high-impact value propositions.
The methodology is particularly suited for complex B2B sales where differentiation depends on changing how buyers think.
Core Training Capabilities:
Pricing: Contact for program pricing
Bottom Line: Powerful methodology for reshaping buyer conversations in complex B2B environments, though learning happens through workshops rather than scalable AI practice.
9. JB Sales (John Barrows) — Practical Sales Tactics
John Barrows brings decades of experience training teams at Salesforce, LinkedIn, and Zoom into customizable programs. His approach emphasizes practical techniques, strategic execution, and integrity throughout the sales cycle.
Best for: Teams seeking practical, tactics-focused training from a proven practitioner
Core Training Capabilities:
Pricing: Approx $365 for individual plans; $7,500 to $50,000 depending on format and team size
Bottom Line: Respected practitioner-led training with proven content from real-world experience, though relies on traditional session formats without AI practice capabilities.
For teams specifically struggling with the phone, our AI cold calling training guide provides a framework that complements JB’s tactics.
10. Salesforce Sales Representative Certification — Platform Proficiency
Salesforce offers certification paths through their Trailhead platform, covering customer-centric selling techniques alongside CRM proficiency. The program is particularly valuable for teams already embedded in the Salesforce ecosystem.
Best for: Teams using Salesforce CRM who want platform-specific certification
Core Training Capabilities:
Pricing: Trailhead free; certification exam $200
Bottom Line: Excellent for Salesforce users seeking platform certification and CRM proficiency, though focuses on system skills rather than live selling practice.
While Trailhead is great for theory, the best sales coaching software is what translates that system knowledge into actual revenue.
11. ASLAN Training and Development — Other-Centered Selling
ASLAN delivers training programs designed to help sales professionals map consistent execution into their sales process and craft powerful pitches around customer value. Their Other-Centered® approach prioritizes buyer needs over seller techniques.
Best for: Teams wanting to build customer-first selling habits and account growth strategies
Core Training Capabilities:
Pricing: Contact for program pricing.
Bottom Line: Solid customer-centric methodology with digital reinforcement components, though core training remains workshop-based.
12. Integrity Solutions — Trust-Based Selling
Integrity Solutions fosters high-trust, high-value conversations that help reps build relationships while prioritizing customer experience. Their model helps sellers navigate interactions with empathy and ethics while still driving results.
Best for: Organizations prioritizing ethical selling and long-term customer relationships
Core Training Capabilities:
Pricing: Contact for program details (multi-day or modular options)
Bottom Line: Excellent for organizations where trust and long-term relationships drive revenue, though training delivery follows traditional workshop patterns without AI practice components.
The Missing Piece: Why Knowledge Without Practice Fails
Here's the uncomfortable truth about most virtual sales training: it fails at the most critical part.
The "Knowing-Doing Gap" in Sales Training
Most virtual training programs excel at knowledge transfer but fall short on practical application. You can watch 40 hours of objection handling videos, but without realistic practice, that knowledge evaporates under pressure.
Research shows 87% of sales training content is forgotten within 30 days without reinforcement. Traditional peer roleplay is inconsistent, awkward, and nearly impossible to schedule for remote teams.
To bridge this gap, teams are increasingly turning to the 8 best AI sales roleplaying tools to provide the high-repetition practice that builds permanent muscle memory.
The Practice Problem
Live instructor-led programs offer limited practice time per participant. In a 2-hour session with 12 reps, each person gets maybe 10 minutes of actual practice time.
Self-paced courses provide zero interactive practice. You consume content passively, then hope muscle memory kicks in during real calls.
Peer roleplay requires coordination and often lacks realism. Colleagues break character, check Slack mid-conversation, or give softball objections that don't mirror real buyer pushback.
How to Choose the Right Virtual Sales Training Program
Training Modality & Scalability: Look for a mix of self-paced modules and active practice. If you manage a global team, prioritize platforms with multi-language support. For instance, Kendo AI supports 8+ languages, ensuring consistency across international regions.
Onboarding Velocity: To ramp up new hires, choose platforms that offer AI-powered roleplay. This allows reps to "fail safely" in simulations before speaking to live prospects, significantly reducing the time-to-productivity for SDRs and AEs.
Contextual Realism: Training is only effective if it mirrors your real-world sales environment. High-tier solutions now allow for custom prospect personas, ensuring reps aren't practicing generic scripts but are instead tackling the specific pain points of your target niche.
Continuous Reinforcement: Avoid "one-and-done" seminars. Prioritize solutions that offer bite-sized practice sessions or micro-learning. This keeps skills like objection handling sharp and ensures training becomes a daily habit rather than a monthly chore.
If you need to justify the investment to your CFO, our AI sales training ROI analysis breaks down the exact revenue lift you can expect from simulation-based training.
Decision Framework Table
Skip the Guesswork: Top 3 Virtual Sales Training Picks
The definition of "best" has moved past video libraries and static PDFs. High-impact programs now focus on real-time application, AI-driven feedback, and behavioral science. Here is why these three are the industry leaders:
Kendo AI – Winner for building muscle memory. While other programs teach theory, Kendo closes the "knowing-doing" gap with 24/7 AI roleplay. It is the fastest way to cut ramp time from months to days by letting reps fail safely before touching live leads.
Highspot – Best for integrated enterprise enablement. The premier choice for large organizations that need to unify training modules with real-time sales content and analytics to see exactly how coaching impacts deal outcomes.
Sandler – Best for psychology-based methodology. The industry standard for teams needing a rigorous consultative framework to overcome prospect resistance and transition from "order takers" to trusted business advisors.
Knowledge fades—87% of training is forgotten within 30 days without application. Stop practicing on your prospects and start building habits that stick.
Want to see what 24/7 AI roleplay actually looks like? Try Kendo AI to test the experience yourself.
Frequently Asked Questions
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Written by Luke Alexander
Luke Alexander is a sales leadership expert with over a decade of hands-on experience in B2B sales management, team training, and revenue growth strategies. He specializes in building high-performing sales teams through data-driven coaching methodologies.
