Activate · The Veltis AI commercial stack

Veltis Coach

Reps train sales calls with realistic AI HCP personas, built to represent your target physicians and loaded with brand-specific materials.

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The challenge

Rep training is a bandwidth problem

Pharmaceutical companies invest millions in content and field force, then let the critical last mile happen untested. Every pharma company agrees reps need more practice. Delivering it at scale was almost impossible ... until now.

Live coaching

Live coaching does not scale

First-line managers coach 8–12 reps each, conducting just 4–6 field rides per rep per year. Deep skills coaching gets squeezed into minutes, not hours.

Live failures

Reps practise on the patient's time

Most reps have their first real conversation about a new launch message in front of a real HCP. Objection handling, evidence use, and competitive positioning are refined through live failures, not rehearsed successes.

Decay

Classroom training decays

Launch meetings and POA training deliver information density but not repetition. Without structured practice afterwards, retention drops sharply within weeks.

What it is

A scalable system for rep practice

Veltis Coach lets reps train before the real call.

  • Realistic HCP conversations: Reps practise detailing against an HCP persona that responds like a real specialist, with their pressures, priorities, and pushback.
  • Knowledge-enhanced personas: Personas are loaded with brand context, clinical evidence, and competitive messaging so the conversation mirrors real call scenarios.
  • Sales call performance feedback: Scored feedback is provided for every aspect of the call, from objection handling and message delivery to call close and agreement.
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10 Call dimensions scored
∞ Practice repetitions

How it works

Three phases: from setup to coaching

Every rep, every call, every objection practised before it matters.

1

Build the HCP persona

Define specialty, market context, and prescribing profile. Load brand materials, clinical evidence, and competitive messaging.

2

Run the practice call

Reps engage the persona in realistic conversation: handling questions, pushback, and objections as they would in a live detail.

3

Receive scored feedback

Detailed scoring across opening, discovery, messaging, objection handling, and close, with coaching tips for the next round.

What gets scored

10 dimensions of call performance

Every practice call generates a structured scorecard against company benchmarks and target performance, with coaching guidance per dimension.

Opening & rapport

Engagement quality and connection in the first minutes of the call.

Call planning & prep

Evidence the rep arrived with the right context and objective.

Discovery questions

Quality of questioning to surface HCP needs and prescribing drivers.

Key message delivery

Clarity and accuracy of brand message communication.

Visual aid & reprint use

Effective integration of approved materials into the conversation.

Clinical evidence use

How well the rep deploys data and study results in context.

Competitive positioning

Differentiation against competing therapies and counter-messaging.

Objection handling

Response to safety, cost, dosing, and clinical objections.

Safety & compliance

Adherence to fair-balance, ISI, and regulatory requirements.

Call close & next steps

Securing commitment, follow-up actions, and agreed next steps.

Scoring scale

0-1 Critical Gap
2-3 Below Bar
4-5 Developing
6-7 Competent
8-10 Excellent

Deliverables

What reps and managers receive

Coach turns the last mile of pharma commercial from an unmeasured layer into a structured, scalable practice loop.

For reps

For reps

  • Repeatable practice calls with realistic HCP personas
  • Per-call scoring across 10 dimensions
  • Targeted coaching tips for the next attempt
  • Confidence built before the live call, not during it
For managers

For first-line managers & training

  • Visibility into rep readiness across the team
  • Benchmark comparison vs. company average and target performance
  • Identification of skill gaps requiring structured intervention
  • A scalable layer between classroom training and the live field

Platform

A session in progress

Reps join a live video call with an AI HCP persona, realistic, responsive, and loaded with brand-specific knowledge.

Live practice call with an AI HCP persona inside the Veltis platform

Ready to give your reps a place to practise?

Tell us about your launch, your target HCPs, or your training challenge, and we'll talk through how Coach would work for your team.

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