Setting Up Training

Before your field team can practice, an admin configures what they practice against: the HCP personas they’ll speak with, the product cards they’ll pitch, the compliance rules that keep calls on-label, and the call methodology and scoring that shape every scorecard. Together these settings make each Roleplay Training session reflect how your organization actually sells.

Navigate to Sales Engagement → Training in the left sidebar. Admins see the full tab set: Team Analytics, My progress, Personas, Products, Compliance, Methodology, and Scoring. Some organizations only see Practice / Roleplay Training for reps and a reduced admin surface. Sales Engagement is an optional module — contact your RoseRx representative to enable it.

Before reps can practice

At minimum, your organization needs one active persona and one active product card. Until both exist, reps see “Active personas and product cards are required before calls can start.” and can’t begin a call.

Configuration tabs

Personas
Products
Compliance
Methodology
Scoring

Personas are the AI-played HCPs your reps call. Click New persona to create one:

Field	Purpose
Name	How the persona introduces itself and appears in pickers
Specialty	The persona’s clinical specialty, shown alongside its name
Personality	A short character description that drives its conversational style
Additional Traits	Optional prescribing habits, protocol references, or clinical misconceptions
Voice	Neutral, Female, or Male — use Preview voice to hear a sample
Objections	Objections the persona raises, one per line
Conversation goals	What the persona wants out of the call, one per line
Post-introduction cue	The persona’s first substantive response after the rep introduces themselves
System prompt	Required instructions defining how the persona behaves throughout the call

Two settings control difficulty, shown together in the persona table’s Difficulty column:

Experience	Behavior
Intern / Junior	Asks textbook questions, defers to supervisors, and rarely challenges claims
Early Career	References guidelines by name, offers mild pushback, backs down under confident responses
Mid-Career	Challenges with real-world outcomes, probes subpopulations, and critiques trial limitations
Senior / Specialist	Critiques trial design by name, asks about health economics, expects honesty about limitations
KOL / Thought Leader	Peer-level discourse only; any hint of selling language causes instant credibility loss

Agreeability	Behavior
Highly Agreeable	Nods along readily; hidden reservations only surface if directly and specifically probed
Moderately Agreeable	Warm and open, asks genuine follow-ups, and is open to persuasion with good data
Neutral	Balanced benefit/risk questions; redirects the rep if the conversation becomes too salesy
Sceptical	Raises objections proactively, cites competitors, and questions the funding behind trials
Hostile	Interrupts fast, challenges every claim, and sets compliance traps throughout

Filter the persona list by Specialty, Experience, or Agreeability, and Archive personas you no longer need.

Reps never see a persona’s system prompt, objections, traits, or difficulty settings — they can’t read the persona’s instructions and game the exercise.

Product cards define what reps pitch and what their calls are scored against. Click New product card to create one:

Field	Purpose
Product name	The name reps select on the practice screen
Patient type	The patient population the product targets
Indications	Approved indications, added one at a time
Key messages	The messages reps should land during the call
Efficacy claims	Each claim paired with its study reference
Approved objections	Each expected HCP objection paired with its approved response
Topics to avoid in messaging	A soft conversational steer for the persona — not enforced compliance

Product cards may list approved competitor material used in scoring. If an HCP raises a competitor that is not on the selected card, that alone is not treated as a compliance failure — incomplete competitor coverage on a card is an accepted configuration state.

The card also shows a read-only mirror of your global compliance rules, with a link to manage them on the Compliance tab.

Scoring weights

Each product card carries weights for the seven scoring dimensions. Weights must be whole numbers (0–100) that total exactly 100 — the editor validates the total live and blocks saving until it balances. These weights determine how much each dimension contributes to the overall score for calls on this product.

Compliance rules apply globally across every product and practice call. Each rule has a category and a list of prohibited phrases:

Category	Covers
Off-label	Claims outside the approved indications
Safety	Inaccurate or incomplete safety information
Comparative	Unsupported comparisons against competitors
Citation	Claims made without proper study references
Other	Anything else your MLR process prohibits

Compliance violations drive down the clinical accuracy score, which caps the rep’s maximum overall score — a call with off-label claims can’t score well regardless of how polished it was.

The methodology is your organization’s single, org-wide call framework — the structure reps are coached toward. The default framework is OPEN-PROBE-PRESENT-CLOSE:

Step	Description
Open	Introduce yourself, state a clear purpose, and ask permission
Probe	Ask about the HCP’s experience with the product, and any barriers to initiation
Present	Present indication-specific efficacy data, safety profile, and patient support resources
Close	Identify a specific patient type suitable for the product, and offer relevant resources

You can rename the framework, edit its steps, and define your own Probing guidelines, Objection approach, and Close definition. The scorer uses these to judge probing, objection handling, and commitment.

The Scoring tab is a read-only reference showing the seven dimensions and the fallback weights used when a product card has no configured weights, broken down by call length:

Dimension	Short	Medium	Long
Product knowledge	0%	15%	35%
Competitor comparison	0%	15%	15%
Clinical accuracy	30%	0%	0%
Opening quality	40%	15%	0%
Probing	0%	15%	15%
Objection handling	0%	25%	20%
Commitment	30%	15%	15%

Configured product card weights replace these values. For how scores appear to reps, see the scorecard section of Roleplay Training.

Export configuration as PDF

Users who can access a configuration surface can export its saved settings as a timestamped PDF for offline medical, legal, and regulatory review.

Configuration	Where to export	What the PDF contains
Persona	Open More actions (…) for a persona and select Export PDF, or use Export PDF in the persona editor	The selected persona’s profile, voice and difficulty settings, conversation content, and status
Product	Open More actions (…) for a product and select Export PDF, or use Export PDF in the product editor	The selected product card, including claims, objections, competitors, compliance settings in force, and scoring weights
Compliance	Select Export PDF at the top of the Compliance page	The complete set of active global compliance rules for your current region
Methodology	Select Export PDF beside Save on the Methodology page	The active sales methodology and its call framework, probing guidance, objection approach, and close definition

To export an archived persona, set the Status filter on the Personas page to Archived or All statuses, then use the persona’s More actions menu. Archived personas remain read-only but can still be exported for review.

An export always reflects the last saved version. If you have unsaved changes, the Save before exporting dialog asks you to Save and export first. Correct any validation errors before trying again.

Each PDF represents only the selected record or configuration set. It includes every configuration field, with saved values reproduced word-for-word, along with the region, record ID (or active rule count), export timestamp, export schema version, and page numbers. Each export is also recorded in your organization’s audit trail.

Every practice session saves a snapshot of the persona, product card, methodology, and compliance rules as they were at call time. Editing or archiving configuration later never changes past scorecards.

Best practices

Start mid-difficulty

Launch with Mid-Career, Neutral-to-Sceptical personas. Save KOL and Hostile tiers for reps who consistently score well.

Mirror your real MLR rules

Put the same prohibited phrases and off-label boundaries in Compliance that your medical-legal review enforces, so practice habits transfer to the field.

Weight what matters

Tune each product card’s scoring weights to your current campaign focus — heavier objection handling for a crowded market, heavier commitment for launch season.

Review results as a team

Use Progress & Leaderboard to spot which dimensions the whole team struggles with, then adjust personas and methodology to target them.

Getting Started

Agents

Deploy

Testing

Monitor

Sales Engagement

Organization

Setting Up Training

Before reps can practice

Configuration tabs

Scoring weights

Export configuration as PDF

Best practices

Start mid-difficulty

Mirror your real MLR rules

Weight what matters

Review results as a team

​Before reps can practice

​Configuration tabs

​Scoring weights

​Export configuration as PDF

​Best practices

Start mid-difficulty

Mirror your real MLR rules

Weight what matters

Review results as a team

Before reps can practice

Configuration tabs

Scoring weights

Export configuration as PDF

Best practices