Managers cannot cover everyone
A first-line manager carries eight to twelve reps and gets only a handful of field rides with each per year. Deep skills coaching is squeezed into the drive between calls.
Veltis Coach: the launch message should fail here, not in the field.
Reps practice spoken video calls with an AI physician who asks follow-up questions and holds a position until the rep earns the move. Coach shows which parts of the conversation each rep finds difficult and gives that rep specific guidance to improve.
- Call dimensions scored
- 10
- Score bands
- 5
- Scenario types included
- 7
- Persona dimensions
- 5
- Manager views
- 3
Test the message. Train the team.
For sales training, commercial excellence and first-line managers. Coach does not replace your trainers or managers. It gives them scale: every rep practices, every call is scored the same way, and managers see where each rep needs help and where the message itself struggles.
Why practice doesn't scale today.
Every pharma company agrees reps need practice before a launch. Delivering it at scale is the challenge.
The first real call is with a customer
For most launches, the first time a rep delivers the new message to another person, that person is a prescriber. The rehearsal happens on the customer.
Training needs repetition
Skills taught at a cycle meeting fade within weeks without structured repetition. Knowing a message differs from delivering it under objection.
The practice loop, at field-force scale.
Run it again with a different objection or a harder persona, until it lands.
- Build the personaFrom five dimensions: specialty, personality traits, practice setting, prescribing attitude and communication style.
- Set the scenarioChoose the call to practice, then set its objective, difficulty and boundaries.
- Run the callThe rep speaks and the AI persona answers with a live voice and on-screen avatar, raising real objections.
- Read the scorecardThe rationale behind every mark, specific coaching tips and an annotated transcript of the moments that mattered.
A call, not a quiz.
Everything about a session is built to feel like the real call slot.
Spoken, not typed
The rep talks and the AI persona answers aloud in real time, so delivery, pacing and hesitation are part of what gets practiced.
Timed like a real call
Sessions match a rep's actual time slot, with a warning before time runs out.
Approved materials to hand
Visual aids and reprints sit in a tray for the rep to open mid-call. Their use forms part of the score.
A difficulty dial
Receptive, neutral or genuinely hard. Raise it as the rep improves, rather than replaying the same easy win.
Remembers the rep
On a return visit the physician recalls earlier meetings with that rep and treats the call as a follow-up.
Scenario types out of the box
First detail, product launch, objection handling, competitive switch, formulary access, time management and call close. Each can be cloned and reworded for your brand, therapy area and market.
Ten call dimensions, one scale.
Every dimension uses the same 0 to 10 scale in five bands, aligned to your internal competency framework and benchmarked against the team.
Each mark comes with the rationale behind it, specific coaching tips and the transcript moments that earned or cost the points.
If your rubric changes, past calls can be re-scored under the new one, because the evidence behind every mark is kept.
Scorecard · objection handling scenarioSample
- Call objective and strategy7
- Opening and rapport8
- Discovery questions5
- Key message delivery7
- Visual aid and reprint use4
- Clinical evidence use7
- Competitive positioning6
- Objection handling5
- Safety and compliance8
- Call close and next steps6
- 0-1 Critical gap
- 2-3 Below bar
- 4-5 Developing
- 6-7 Competent
- 8-10 Excellent
Specific guidance for each rep.
Two reps can run the same scenario and need completely different help. Coach links each difficulty to the moment in the conversation where it happened and tells that rep what to do differently.
Rep ASample
Objection handling · 4
The moment
Physician: “My patients are stable on what they are already taking. Why would I move them?” The rep answered with the efficacy headline before asking a question.
Guidance for this rep
Acknowledge stability first. Ask which patients are not fully controlled, then bring the data for that group. Practice the scenario again at the same difficulty before moving up.
Rep BSample
Clinical evidence use · 5
The moment
Physician: “What was the population in that study?” The rep repeated the percentage without the endpoint or the patient group.
Guidance for this rep
State the endpoint and population before the number. Open the approved reprint at the relevant table. Run the evidence-led persona next, where this skill carries more weight.
Three views, from the same scored practice.
One system does two jobs: practice for the rep, and a clear picture for managers and learning teams.
Readiness Improvement
Measure individual and team readiness as reps practice over time, using matched scenarios and the same ten dimensions.
Coaching Priorities
Identify competency gaps so managers know where to focus their coaching.
Messaging Insights
Identify messages and objections that create difficulty across simulated HCP conversations.
One system, two jobs.
What each rep gets from every session, and what managers and learning teams get from all of them together.
For the rep
- Unlimited attempts at the conversation that worries them, with no cost to a real relationship
- A scorecard in seconds covering ten dimensions, with reasoning for each mark
- Named coaching tips and an annotated transcript showing the exact moment it turned
- A coach that remembers earlier sessions, picking up where the last one ended and setting the next scenario
For the manager and learning team
- Team readiness at a glance, showing the team's strengths and gaps
- Dimension-level detail per rep, so coaching time goes to the real weakness
- Launch readiness gaps: see how the launch message performs under objection, and sharpen it before the field uses it
- A shared scenario library customized per brand, therapy area and call type
Practice has to be safe as well as realistic.
Coach is purpose-built for pharma field forces, so the practice itself follows the rules your reps follow.
Compliance mode
Fair-balance prompting and a strict setting requiring acknowledgement of safety information before the conversation proceeds.
Scenario boundaries
Allowed and prohibited topics are enforced during the call, and every session is transcribed for review.
Role lock
The persona holds its identity. It refuses and logs attempts to break character without leaving its role.
No CRM access required
The personas and scoring methodology are our own, so nothing has to be shared to begin. Anything you add is scoped to your account, and Coach needs no patient data.
Ninety days to see it for yourself.
Take the 90-Day Field Readiness Challenge. We build the personas around your product and the prescriber archetypes your reps call on, including the ones they struggle with most.
Over 90 days, your reps practice the conversations that matter while you gain visibility into field readiness, coaching priorities and messaging insights.
How we work with you.
Three situations sales training and first-line managers bring us, and what Coach does in each.
Launch in ninety days
We build personas around your product and the prescribers your reps find hardest. Every rep practices the launch message under objection before the first real call, and you watch readiness move on the same ten dimensions.
New hires before the first field ride
A new rep runs the first-detail scenario as often as they need, at rising difficulty, and arrives at the first field ride with a scorecard and guidance the manager can coach from.
An objection the field keeps losing
Messaging Insights shows which objection costs the most points across the team. We turn it into a scenario, every rep practices it, and the brand team sees whether the message itself needs sharpening.
Every rep, every objection, practiced before it matters.
See Coach with your product, your physicians and your hardest objection.