Category · Decision simulation
Decision simulation for sales teams: the category, defined
A decision simulation puts one seller in one seat inside one account world, gives them the documents and the people, charges them for every move, and grades the call they make against the state of the account. It is not a conversation trainer, not a recording, not a course, and not a quiz. The unit of evidence is a decision under pressure with the reasoning attached.
Why the neighbouring categories leave a gap
- AI roleplay grades the sentence. It rarely knows whether the person you charmed owns any budget.
- Call recording and observation grade what happened on real accounts, after the loss, with no controlled retry.
- Customer-education LMS paths grade completions. Completion is not a health signal, for the customer or the rep.
- Knowledge certificates grade recall of a framework. Recall does not fold a bad deal early.
What a decision simulation grades instead
- Seat first: the SDR plays a week on a PACE board (Precision, Angle, Cadence, Earned meeting); the AE plays a deal whose outcome five forces decide; the CSM reads an inherited account on five plain rows (grip, movement, internal capital, commitments, proof freshness).
- A world with documents and people who want different things. The friendly wrong contact exists on purpose.
- An economy: action points, channel wear, account patience, internal capital. Every move costs; restarting a warm thread is a real loss.
- Deterministic scoring with a rubric version on every record. The same run grades the same way next quarter.
- A manager-readable debrief: the call, the state it was made in, and the pressure the manager set. Klara explains evidence; humans decide.
How it differs from the neighbouring categories
- AI sales roleplay
- Roleplay grades the conversation turn. A decision simulation grades the call the conversation led to, and charges for the turns.
- Call recording and manager observation
- Observation grades real accounts you cannot rerun. A decision simulation is a controlled world with a known answer key and a retry.
- Customer-education LMS and knowledge certificates
- Completions and quiz scores grade attendance and recall. A decision simulation grades judgment with the state of the account attached.
Where to see one
Deal IQ is the decision-simulation engine behind the three seats: SDRIQ and GISSDR for SDR / BDR, SDEALQ and GISLIVE for AE, CSIQ, GISCSM and CSLIVE for CSM. A player opens that rehearsal on /en/rehearse or /de/rehearse: pick seat, account, and pressure, then Enter. Public sample debriefs are deterministic and open without login. Recruiters use the same engine with frozen contracts (HIRESDR, HIREAE, HIRECS). Job seekers use the three qualifier plates.
What we do not claim
We do not claim a decision simulation replaces live coaching, real pipeline review, or a skill interview. We do not publish win-rate or quota-attainment claims. Scores describe the run in the world; they are not predictions about a person.
Deal IQ
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Open Deal IQFrequently asked questions
What is a decision simulation?
A controlled account world in which a seller in a specific seat makes real moves against people and documents, pays for each move, and has the resulting call graded against the state of the account. The evidence is the decision plus its reasoning, not a transcript score.
Is this the same as AI roleplay?
No. Roleplay grades how you talk. A decision simulation grades what you decided, whom you decided it with, and what it cost. It uses AI for the people in the room, and deterministic scoring for the grade.
Why does the seat matter?
An SDR wins a meeting the AE can work. An AE wins or folds a deal the forces support. A CSM makes the right-size call on an inherited account. One script for all three grades the wrong thing for two of them.
Can a manager set the pressure?
Yes. AE rooms carry craft focus tags (for example champion or paper process). CSM rooms carry account pressures (sponsor change, budget freeze, adoption stall, shadow competitor, procurement re-paper, support escalation, exec turnover). The people in the room speak in that pressure.
Is the grade reproducible?
Yes. Every assessment record carries a rubric version (for example spiced_handoff_v2, decision_v2, expand_renew_v2). The same run grades the same way later.