Configure HCP personas, product cards, compliance rules, methodology, and scoring for Roleplay 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. Sales Engagement is an optional module — contact your RoseRx representative to enable it.
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.
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
The card also shows a read-only mirror of your global compliance rules, with a link to manage them on the Compliance tab.
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.
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.
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.
