Standardising sales excellence across 40+ representatives
Alita Sales scaled consistent, top-performing sales behaviour across a national pharmacy distribution team - without adding headcount to coaching.
AI roleplay modules built and deployed
Reps practising independently, on demand
Virti pretty much ticked all those boxes - ease of use, the ability to adapt scenarios, the AI roleplay.- Nicole, Managing Director, Alita Sales
43 salespeople - 43 different approaches
Alita Sales' representatives often have less than two minutes to capture a pharmacist's attention, communicate the value of a product, and overcome objections before moving on. As the business grew through the merger of four state-based distributors, maintaining consistency across a national team became increasingly difficult.
Inconsistent sales conversations
High-performing reps had developed effective approaches, but there was no efficient way to capture and replicate those best practices across the wider team.
Traditional roleplay wasn't working
In-person roleplay was uncomfortable and time-consuming. Reps were reluctant to practise in front of colleagues, which meant they weren't practising at all.
Coaching couldn't scale
With managers spread across the country, individual coaching was reactive - happening after a missed opportunity rather than before a rep faced a real customer.
Fast-moving product launches
With a constantly evolving product catalogue spanning multiple brands, getting all 43 reps trained and consistent before new products reached pharmacy shelves was a recurring bottleneck.
It ticked every box
Nicole wasn't initially searching for an AI roleplay platform - she was evaluating broader sales enablement tools. What she needed was something easy to use, flexible enough to support multiple brands, and affordable to scale. Virti delivered all three.
The Virti platform is designed to be picked up quickly - enabling training teams to build, configure and launch scenarios without technical expertise.
Reps practise difficult conversations independently - on demand, without peer pressure or geographic constraints.
Scenarios built for one product launch could be cloned and updated for the next - saving significant rebuild time as the catalogue expanded.
The Virti team built a demo scenario, taught Nicole how to create one herself, and helped her present it confidently to the board.
From zero to 20+ modules in one quarter
Alita built a structured library of AI roleplay modules covering the full sales journey - from opening a conversation at the pharmacy counter to handling the toughest objections before close.
20+ roleplay modules built across multiple brands
The team built a library covering core product knowledge, key messaging, objection handling, and full sales conversation practice - across every brand Alita represents in pharmacy.
Beginner and advanced learning pathways
Reps start with structured product knowledge and core messaging scenarios, then progress to more demanding customer personas and high-pressure objection-handling simulations.
Full sales conversation simulations
Advanced modules simulate complete sales interactions from first contact to close - with AI scoring and detailed performance feedback after every attempt, so reps can review and improve independently.
Try a scenario from sales training like Alita's
Step into a sales scenario like the ones Alita's reps train with. No account needed - start the conversation and see how it feels.
Strong engagement from reps, leadership and brand partners
Although the programme is still in its early stages, Alita Sales is already seeing measurable engagement and strong stakeholder buy-in across the business.
Reps now practising independently, on their own schedule
Scenarios live and actively used within the first quarter
Buy-in from leadership, board and partner brands
Reduction in onboarding time for new representatives
Learner completion rate across all training modules
User satisfaction score across the sales team
What changed for reps
- Safe space to practise without anxiety
- Repeat scenarios as many times as needed
- Instant AI feedback after every attempt
- Confidence before real pharmacy conversations
What changed for managers
- Detailed coaching reports per representative
- More targeted, data-informed coaching conversations
- Best-performing approaches captured and shared at scale
- Stronger relationships with partner brands
Making every rep perform like the very best
Over the coming months, Alita Sales plans to make AI roleplay a core part of its ongoing sales development - and is already exploring how to expand beyond sales into customer service training.
What's next
Alita Sales continues to build on its training programme with Virti, introducing new AI roleplay
How can we quickly teach all the others to sell that way? Virti answered that question.