How the Yoodli Team Onboards Faster by Using Yoodli

In enterprise software, there’s an old saying: “drink your own champagne.” It means using the product you sell to run your own business. It’s the ultimate litmus test for validity. If we can’t use our own platform to build a world-class sales organization, why should any other enterprise?

At Yoodli, we don’t just build AI sales training software; we live it. Our Yoodlers uses the platform daily to sharpen skills, accelerate new hire ramp time, and navigate complex enterprise deals. But we don’t just use it for one-off training events. We’ve built our entire operational cadence around an internal enablement flywheel.

This isn’t about checking boxes. It’s a practitioner-led approach to continuous improvement that transforms average reps into top performers and top performers into strategic leaders. Here’s how we do it, and how you can replicate this success at scale.

The Problem with the “Event-Based” Mindset

Before we built our flywheel, we examined why traditional sales enablement fails in large organizations. Enablement often happens episodically. You get the annual Sales Kickoff (SKO), the quarterly business review, or the two-week onboarding bootcamp.

Event-based enablement hits the “forgetting curve.” Research shows people forget 70% of new information within 24 hours if they don’t apply it immediately. When training happens only a few days a year, your sales reps aren’t building muscle memory—they’re just consuming content.

We realized that to be a credible, practitioner-led platform, we had to shift from static training to dynamic practice. We needed a system that mirrors how elite athletes train: drills, game-tape review, coaching, and live performance.

Introducing the Enablement Flywheel

The Enablement Flywheel powers our internal sales culture. It’s a cyclical process that keeps our team constantly learning, practicing, and refining their skills. Unlike a linear funnel with a definitive end, the flywheel gathers momentum over time. The more our team uses it, the faster our collective intelligence grows.

Our flywheel consists of four distinct stages:

1. The Trigger (Identify the Gap)

Every cycle starts with a specific business need. A new competitor enters the market. Our pricing model shifts. We spot a common objection in calls. Instead of waiting for a quarterly training session, we act immediately.

2. The Simulation (AI-Powered Practice in Yoodli)

This is where Yoodli shines. Once we identify a gap, reps don’t practice on live prospects—they practice on Yoodli. They enter a safe, private space to roleplay the specific scenario. Discovery call or high-stakes negotiation—they can run through the talk track as many times as needed.

3. The Feedback Loop (AI + Human Insight)

Practice without feedback is just repeating bad habits. In our flywheel, feedback is instant. The AI provides immediate metrics on our own customized metrics and key message delivery. But we layer in human coaching too. Managers and peers leave time-stamped comments on the async recording. This transforms coaching from a scheduled 1:1 event into an ongoing, asynchronous conversation.

4. The Execution (Live Performance)

Finally, the rep takes the refined skill into the live environment. Because they’ve already “failed” safely in the simulation phase, they enter the live call with confidence.

Case Study: Abby’s Rapid Ramp and Win

To see this enablement flywheel in action, meet Abby, a member of our sales team who ramped fast and made an immediate impact.

When Abby joined the team, she set an ambitious goal: get to selling as quickly as possible. Rather than following the standard onboarding timeline, she challenged herself to complete every housekeeping activity in just two days. This freed up valuable time to immerse herself in the most important aspect—hands-on practice.

Like many sales teams at year-end, veteran reps were busy closing out the year, but Abby was able to dive in and run with her onboarding certification in Yoodli. She shadowed pre-scheduled calls for real-world context and spent the rest of her time deep in Yoodli—exploring the product, using the AI Tutor, and actively reinforcing what she was learning through guided roleplays. Her approach was all about maximizing productivity while minimizing the time needed from her already busy teammates and manager.

What made Abby’s experience stand out compared to previous onboarding in other roles? She never felt like a burden. The process was self-guided and flexible, giving her the confidence to start selling sooner. Daily 15–30 minute check-ins with her manager provided focused feedback and a space to ask high-value questions—efficient, purposeful, and empowering. All of which had recorded “game film” metrics to discuss and prepare her for the real thing.

Abby highlights that two factors made her ramp so smooth: intentionally prioritizing hands-on practice in Yoodli and the ease of the platform to practice different scenarios. Using Yoodli, she could record herself handling tough discussions—like delivering a clear, confident answer to objections—review AI feedback, and iterate until her delivery was sharp.

Here’s how Abby put the Flywheel to work on a real deal:

• The Drill: She was able to set up her own custom AI roleplay in Yoodli focused on “Security Objections.”
• The Practice: She recorded her response several times. Early attempts showed habits like speaking too fast or hedging with phrases like “I think.” With each iteration, and instant feedback from Yoodli, Abby made focused adjustments.
• The Adjustment: By her fourth take, she delivered her message with confidence and clarity. She shared her recording with our Head of Sales for final feedback.
• The Outcome: When a live prospect raised a tough security question, Abby was ready. She responded with the pacing and assurance she’d practiced, winning trust, speeding up the deal, and closing two weeks later.

For Abby, this experience was a game changer—no more waiting days for someone to be available or relying on drawn-out, time-consuming onboarding processes. Instead, practicing in Yoodli empowered her to learn faster, ramp independently, and deliver real results.

Now, Abby is helping refine and scale this onboarding approach with our product team, aiming to make self-guided, efficient onboarding the new standard—for Yoodli and our customers.

Rituals That Sustain the Flywheel

A flywheel only works if you keep spinning it. Here are ways to turn this usage into weekly rituals so it doesn’t feel like “extra work” and is part of how the team operates.

The Weekly Drill

Every week, before a standup, give the team a prompt based on a timely topic. It might be “Give us your 60-second pitch on the new feature launching this week.” Every rep records their version asynchronously and then watch a few together to ensure everyone is aligned on messaging.

The Async Certification

For onboarding, we’ve moved away from passive quizzes. To pass a certification module, new hires must submit a Yoodli recording demonstrating the skill. You can’t just pick answer “C” on a multiple-choice test; you have to look the camera in the eye and deliver the value proposition. This proves competency, not just memorization.

The “Game Tape” Review

Look at the correlation between practice scores and live call outcomes. If a rep is struggling with closing rates, don’t just tell them to “close better”, but examine their Yoodli practice history. Are they practicing the close? If not, assign a specific roleplay module to address that part of the sales cycle.

Conclusion: Start Spinning Your Wheel

The difference between a good sales organization and a great one often comes down to how they handle the moments between the calls. Are they hoping for the best, or are they deliberately engineering their success through practice?

By using Yoodli as the engine of our own enablement flywheel, we’ve proven that consistent, low-stakes practice leads to high-stakes winning. We’re building the credibility we need to lead the market not just by selling software, but by demonstrating the discipline required to use it effectively.

If you’re ready to move your team from passive learning to active mastery, take a page out of our playbook. Identify one trigger, run one simulation, and watch the momentum build through the flywheel.

Ready to build your own internal enablement flywheel? Connect with our team today and see how top-performing teams stay sharp.