Improving Pharmaceutical Sales Rep Coaching with AI
Clarkston Consulting recently helped a client improve their pharmaceutical sales rep coaching with AI. Read a synopsis of the project below or download the full case study.
Download the Pharma Sales Rep Coaching with AI Case Study Here
Clarkston recently partnered with a leading biopharmaceutical company to modernize how sales leaders document and deliver feedback to sales representatives following their sales calls. The existing process produced feedback that varied widely in quality and depth. Insights were too general at times to drive behavior change, while others lacked direct action to clear outcomes for sales reps.
In a regulated commercial environment, inconsistent documentation also introduced unnecessary risk. The organization sought a faster, more standardized way to strengthen coaching quality while ensuring every report met strict legal and regulatory requirements.
To address this challenge, Clarkston developed an AI-powered feedback evaluation tool embedded within a secure, fully customized web application. The solution integrates with the company’s existing workflow in Veeva and is supported by a secure backend API that leverages a large language model. As sales leaders complete structured coaching sections, the system dynamically evaluates their input against predefined quality and compliance criteria.
The AI assesses whether feedback is specific, aligned to expectations, and free from non-compliant language. When gaps are identified, the tool provides concise recommendations to strengthen the commentary. Once all sections are complete, the system generates a synthesized summary capturing key insights and agreed action items. Sales reps can use the summary for their own development and bring the learnings to future sales calls to drive effectiveness.
