How Do We Use Kheiron at Viseven?

Onboarding new people, or onboarding someone to a new project, may often feel like a gamble. At a certain point you have to ‘throw them in the deep end’ to start making mistakes, hopefully, learning from them, and improving. Because no matter how much time you dedicate to training them, the actual practice is what will make them go from good to great. You may tell them what a client might ask or how they might object, sure. But hearing the same things under pressure might trigger our human subconscious responses, and we might begin stuttering, overpromising, trying to argue, or escape. But you cannot speedrun your way to practice. Or, can you?

With the democratization of AI, a lot of before-dreams became development plans, for us at least. The value of practice is immense, and we wanted to find a way to ‘fast-forward’ to it in sales training. As a global brand with many representatives, and a complex portfolio of services, products, and partnerships, we lived through our share of sales-related issues. And we can understand how tough it must be for our life sciences colleagues, where handling a difficult objection without drifting off-label is a true skill.

This article is our invitation to show you how we use Kheiron, an AI-powered training platform for sales and marketing, ourselves at Viseven, so that you could see the value such practice can bring. Shall we?

What’s So Hard About Sales Rep Training?

What makes a good sales rep for an industry like ours? Viseven both develops complex software solutions, and provides multiple marketing (and other commercialization-related) services. On top of that, our clientele is primarily life sciences companies.

From the above description alone, you can probably see that it is almost unreal to find a single person who possesses life sciences business knowledge, software knowledge, and marketing knowledge, while also having the ability to build strong relationships with partners, translate complex technical concepts for non-technical audiences, and dig deep enough to understand the core challenges and pain points before turning them into a clear, explainable solution. Some skills must be trained so that a sales professional can consult a client in a genuinely effective and helpful way. That’s why it may take 3 months (and longer for less experienced people) of uninterrupted reading, talking, learning, and often, creating before a sales representative can start talking to potential customers.

And the training never really stops, no matter the field. Products evolve, features change, positioning shifts, regulations are updated, and new competitors appear. Even experienced sales teams need time to absorb those updates and understand how they affect conversations with customers.

Another thing is the sheer amount of information that a person needs to process, understand, and memorize. When you start working with a new solution, you need to learn the capabilities, integrations, industry context, messaging, and client scenarios by heart. And you have to operate that knowledge with confidence.

Lastly, understanding something theoretically does not equal being able to explain it clearly in practice. Not to mention that discussions with clients will not stick to a script. Some questions can catch anybody off guard, and if you’re new to the product, you might accidentally say things that aren’t approved.

With all of this in mind, it becomes clear that it’s not enough to simply give a sales rep a few decks to read and have them shadow a handful of calls for them to be able to deliver good results. Sales training programs should help your teams learn the product down to a T, navigate objections more easily, and, crucially, gain confidence in their abilities.

As established before, more practice is the best way to learn, and Kheiron is a way to get to the conversation part faster.

Tackling Sales Training Challenges with Kheiron

Before we released Kheiron to the world, we gave access to our sales professionals so that they could try out talking with AI personas. Here’s how that went down.

Getting familiar with simulation-based practice

We began with something more familiar to many of our clients — pharmaceutical sales scenarios. Because Kheiron was specifically made for the pharmaceutical industry, we had a ton of different HCP personas ready from the get-go: evidence purists, traditionalists, innovators, you name it. Same thing with meeting scenarios. Hence, we wanted our consultants to test that out first and see the collective response.

Our consultants stepped into the role of pharma representatives and interacted with different physician personas around fictional products, including Forteris, an anti-cough medication. Some doctors focused on patient outcomes and treatment experience, while others challenged the product from a cost and value perspective.

The goal was to understand how the simulations worked, how natural the conversations felt, and how quickly messaging could be adapted to different audiences.

What stood out immediately was how differently each conversation unfolded. Even with the same product, discussions changed depending on the persona, their priorities, objections, and reactions to the information presented.

The whole interface is very clean and intuitive. You have battle cards as your tasks with all the essential information visible: the deadline, the product you’re selling, who you’re selling it to, and what kind of conversation it will be. Another huge advantage is that the AI persona can “see” your screen, so when you’re showing an intricate graph or diagram, you can straight up ask them, “What do you think about these results?”, and they will look through it and answer. So there is no need to retell every single number and line. This saves a good chunk of time, which is better dedicated to training sales techniques. — Maryna Alekseichuk, Head of Primary Sales

Handling objections seamlessly in a conversation

After testing fictional products, we moved to a more practical exercise: training our team to present Kheiron through Kheiron itself.

The AI persona represented a Sales Enablement Manager at a large life sciences company facing familiar challenges:

• sales reps missing quota
• long ramp-up times affecting launch performance
• inconsistent messaging across the field force
• limited visibility into what content actually works

The conversations quickly became challenging. The persona questioned whether sales teams would adopt another tool, raised concerns about cost, asked for evidence that the approach works, and wanted reassurance about the AI’s accuracy.

Unlike traditional role-play exercises, objections did not arrive one at a time. They overlapped, appeared unexpectedly, and evolved throughout the discussion.

By repeating these simulations, our team learned to handle the same concerns from different angles and in different contexts. The result was not just better answers, but greater confidence in knowing what to say, when to say it, and how to adapt as the conversation evolved.

Adapting on the fly

Understanding something is not the same as explaining it, especially under pressure, even if artificial. Training with Kheiron duplicates the unpredictability of real sales calls. Questions don’t come in the order you expect. Some require quick clarification, while others challenge the value more directly. And sometimes, the same point has to be explained in a completely different way depending on which AI persona you are speaking to.

The simulations were able to make our team move from just recalling information about Kheiron to using it. To explain, adapt, and respond in real time, no script required, which is often the hardest part to train with traditional methods.

Shortening ramp-up via practice

One of the most noticeable challenges in sales training is how long it takes to become fully comfortable with a product.

In our case, that timeline is not short. With a complex solution like Kheiron, with over a hundred features, multiple use cases, and different ways to position it depending on the client, it typically takes around three months for a sales rep to get to a point where they can confidently navigate conversations. A sales representative must know all of those features, but also know how everything connects, when to bring something up, how to explain it in simple terms, and how to adjust depending on the person you’re speaking to.

In a traditional setup, this process involves going through large volumes of documentation, demos, internal sessions, discussions, and shadowing. And the confidence usually comes quite a bit later. Traditional sales training programs absolutely do work, but it will take more time, time which you might not be able to afford. Nowadays, everything moves fast, so we have to learn to move at the same speed.

Kheiron helped us shrink that ramp-up time by almost half, on average. Because people moved onto conversations quicker than usual, and had to explain functionality, results, and integrations to AI personas, while working with different objections, negotiating plans, and building relationships, their sales skills and confidence bloomed, and product knowledge set in faster. As the protégé effect claims, when you explain, you learn twice, because it invokes deep processing.

It’s still early to generalize and promise that every single user will cut their sales training time in half, but the impact we see is too significant not to share.

Building confident consultative selling

Every client-facing role wants to bring gravitas to a room, because it signals expertise, certainty, and readiness to potential buyers. But confidence is a practice-derived skill. No matter how much you read, shadow, or listen to workshops, you will need to lead the conversations to get better at them.

Our sales professionals are not new to conversations. They’ve been through countless calls, presented different products, worked with project managers and developers to shape custom solutions, negotiated terms, and handled their fair share of objections. Confidence, in general, is not something they lack.

Still, Kheiron was new, and our sales team hadn’t explored this solution in-depth at the time. Naturally, the simulations started off shaky, but as they repeated the exercise about four times, the confidence was getting stronger as they could explain all the main features better, and could already handle a few objections at length.

The gamification of the sales training program among the team was certainly a benefit, as they checked the leaderboard after every mastered simulation.

Practice with immediate feedback

In many organizations across the pharmaceutical industry, feedback on sales performance comes slowly. External assessments, field observations, or structured evaluations can take three to six months before a clear picture emerges of how well sales representatives are doing. By that point, the launch is already underway, and gaps are harder to address. And it can be extremely discouraging to sales managers, as we know how much effort and resources the training takes.

We face a similar challenge. A sales leader cannot realistically attend every call, especially when teams are spread across regions and time zones. Most of the time, feedback depends on post-call debriefs, asking the right questions, trying to reconstruct how the conversation went, and estimating what could have been improved. It works, but takes time.

Kheiron addresses this very directly. After each simulation, the conversation is analyzed almost immediately and broken down into these main areas: how clearly the product was explained, how well the needs were understood, how objections were handled, and how the overall interaction was managed.

Nobody has the time or patience for overwhelming reports. Therefore, Kheiron is set to deliver a structured and concise analysis on what worked, what could be improved, and what to try differently next time. Sales professionals also have the ability to go back and review the full interaction, which makes it easier to spot where an explanation could have been clearer, or where an opportunity was missed.

What was also crucial for us, as developers of the product, was creating a safe space to learn for people. Simulations themselves cannot be seen or read by anybody, but the rep, so you can experiment, make mistakes, and improve without fear of someone listening in.

Meanwhile, sales managers still get extensive statistics on the field force’s performance, no matter whether we’re talking about 80 reps or 800 reps. You can see how conversations evolve, how scores change, how certain areas improve, and much more. And instead of waiting months to understand whether your reps are ready, you can see it in real time, adjust it, and try again right away.

In my previous job as a senior sales leader, to understand whether my team is ready, I had to go into the field myself or wait for a special company to do the analysis. And these are the graphs I always wanted to see with a score for each of the reps. I can see who’s going to do successful call closings, and who needs more time and practice before going to the field. — Thomas Mrosk, ctcHealth Founder and Kheiron Co-Creator

Closing

So, can you fast-forward to practice? Yes, partially. Conversations still need to happen, mistakes still need to be made, and experience still takes time to build. There’s no real shortcut to that. What can change, though, is how quickly you get to those conversations, and how often you can repeat them.

Instead of waiting until someone feels ready enough, you can move them into practice earlier, where they can apply knowledge while they are still figuring it out. Instead of guessing how a conversation went, you can review it, adjust it, and try again right away. For us, it significantly boosted sales training, but didn’t completely replace shadow sessions and workshops; those are still crucial.

What is also immensely helpful is that Kheiron goes beyond sales training. When sales representatives go through simulations, they can also test the promotional content prepared by marketing in realistic scenarios. During the simulation, the system notes what you skipped, where you stayed long, and other statistics, and after the simulation, you can leave comments on what to improve, what to delete, and what to clarify. This creates a feedback loop that is hard to achieve otherwise. Marketing teams don’t have to wait until materials are in the field to understand what works and what doesn’t, they can see it earlier and fix issues before they scale.

At the same time, every team works differently, therapeutic areas vary, and the same applies to the selling models. What works for one organization might not work for another. That’s why flexibility matters. The ability to tailor scenarios, personas, and evaluation criteria to a specific context is a must-have if you want the training to reflect reality.

The stakes are higher, the rules are stricter, and the margin for error is smaller. But the underlying challenge is familiar: people need time to turn knowledge into confident, compliant conversations. What we are seeing is that when practice becomes easier to access and repeat, that transition happens more naturally.

So if you need this boost for your team, make sure to try out Kheiron.