On-demand webinar · Hosted by LTEN
James O’Day of Gilead talks with Shiladitya Mallik of SmartWinnr about how Gilead won over reluctant reps and built AI Roleplay scenarios for the nuances of oncology calls.
Recorded Fri, Oct 3, 2025 · 36 min · Hosted by LTEN · Sponsored by SmartWinnr
Shared with permission from LTEN.
Practicing in front of peers and managers makes many reps anxious, and a workshop allows one or two tries. James calls AI Roleplay “a judgment-free zone” where reps can practice privately, whenever they are ready.
Gilead ran small pilots with senior leaders’ backing and kept practice out of year-end reviews. In the pilot, a significant share of reps practiced more than five times.
Oncology calls shift with the treatment setting, time toxicity and adverse event concerns. Gilead’s latest scenario was too big to coach as one call, so it became a three-part learning path that ends with the full call.
Gilead scored reps against its own sales model, and the first attempt set a baseline. One talented rep told James to “just call me Mr. 20%,” then scored 80% by his third try.
In James’s view, a call cannot close well if it did not open well. He starts reps on short practice of single skills, beginning with the opening.
Gilead’s scenarios draw only on approved, on-label material and do not search the internet. Feedback flags misstatements, and James says Gilead’s compliance team has been very happy with the results.
See AI Roleplay with a scenario close to what your reps face, then map out a first learning path for your team.
