How Königswege Saves 80 Hours of Onboarding Effort per Month.

About Königswege and the KW Universe

Königswege is one of Germany's fastest-growing financial services companies, with €40M in annual revenue and 1,800 sales partners. The KW Universe is used to train new sales partners and guide them step by step through client advisory practice.

At the heart of the training are the mentors and team leaders: they work closely with new partners, provide input, and practice advisory conversations through role-play. This is exactly where the KW Universe wanted to raise both quality and pace — without placing further time pressure on their mentors.

Challenges

Before the introduction of TODAY, practical conversation training depended almost entirely on the availability of mentors. Practice was only possible when a mentor was free, and role-plays not infrequently took place on weekends.

The main pain points at a glance

• High time burden on mentors. Objection handling, acquisition, and advisory conversations were practiced in 1:1 role-plays. This time was unavailable to team leaders for their own client appointments and productive activities.
• No consistent conversation standard. Earlier attempts to establish a binding advisory framework had not taken hold in the sales organisation. Building blocks existed (e.g. ETF, real estate, needs analysis), but every advisor worked according to their own logic — topics went unobserved and quality was inconsistent.
• Practice was not scalable. Trainees could only practice when a team leader had time — a bottleneck in a sales organisation of this size.
• Progress was barely measurable. There was no straightforward way to see who was training how much, how well conversations were going, and how quickly partners were advancing from trainee to associate.

Solution

With TODAY, KW Universe sales partners train their advisory conversations independently with an AI — and receive the same coaching that would otherwise only be available from an experienced mentor.

1. Simulations & Missions

Sales partners practice realistic conversations — from acquisition and objection handling to investment discussions with an AI conversation partner, at any time and as often as they like. Missions bundle several simulations into structured training paths that guide new partners through the programme. New trainees and prospective partners are automatically assigned to the appropriate mission.

2. Configurable Customer Profiles & Scorecards

Central customer profiles allow AI personas to be created with their own personality, emotions, and typical phrasing — from the sceptical existing client to a prospect in the advisor's personal network. Embedded scorecards define which building blocks a good conversation must contain. This means the entire organisation practices to the same standard set by the KW Universe.

3. AI Coaching After Every Conversation

Immediately after each simulation, the partner receives detailed coaching: on content against the scorecard (Were all relevant topics addressed?), and on soft skills (speaking ratio, repetitions, convoluted sentences). The feedback measurably improves over time.

Results

Reduced Burden on Mentors

Training that previously took place as 1:1 role-plays dependent on team leaders' availability now happens independently in TODAY. Mentors use the time reclaimed for their own client appointments and productive activities. Training time saved: 80 hours / month for Königswege.

Standardised Training Across the Organisation

With centrally stored scorecards and missions, all partners practice to a consistent standard across teams and locations for the first time. This makes quality comparable and best practices visible.

High Adoption and Rising Quality

Since the missions launched, TODAY has seen strong usage — partners work their way from "Basic" through "Advanced" to "Pro".

• 235 sales partners have completed at least one simulation.
• 1,690 simulations completed in total
• Scores rise measurably over time — average score improvement of 23.5%