Global pharmaceutical leader Novartis faced a unique challenge: rapidly onboard twice as many field sales field team members as before in less than half the time. And to make it trickier, they had to do it without pulling existing field team leaders in to conduct verbal assessments.

Quantified’s AI Sales Simulator provided realistic roleplay scenarios with virtual HCPs, improving assessment scores by 59% and meeting the tight timeline. The solution offered a way for learners to engage with the material in a way that felt natural, was repeatable, and delivered results without the logistical challenges and pressure of in-person assessments.

The Challenge

Compressed Timeline

Traditionally, Novartis' sales training spanned five weeks. Keenan and team had to reduce this to just over two weeks to meet aggressive expansion.

Rapid Team Growth

The sales force was doubling, requiring specialized training tracks for new sales specialists and leaders.

Limited Trainer Availability

With field leaders stretched thin, there were insufficient human resources to conduct in-person verbal assessments.

Narrow Assessment Window

Learners had only one day between training phases to execute assessments, leaving little room for error.

The Solution

Customizable AI personas

These personas replicated real-world sales scenarios, allowing reps to practice product pitches and address common objections. Each persona was tailored to simulate real customer Interactions, offering detailed, personalized feedback.

Automated Assessments

The AI tool handled verbal assessments, enabling learners to complete them without needing direct trainer oversight.

Flexible Learning

"The tool provided a practice environment accessible anytime, significantly reducing the need for one-on-one coaching from field leaders."