When the pandemic forced teams to shift away from in-person meetings, pharmaceutical sales training leaders had to rethink how they prepared reps for conversations with healthcare professionals. Virtual and hybrid learning models, once considered secondary to live training, quickly became essential.

Now, even as in-person meetings return, companies find that a mix of formats works best. But the learnings from that experience continue to shape the industry.

Kevin Kutler, Executive Director of Commercial Training at Regeneron, has seen firsthand how these changes affect training programs. In a recent webinar, he shared strategies that have helped his team build a more adaptable and practical approach.

Finding the Right Balance with Virtual and Hybrid Learning

Pharmaceutical sales training was once built around live workshops, ride-alongs, and in-person coaching. While these methods still hold value, virtual learning has introduced a level of flexibility trainers don’t want to lose. Self-paced e-learning modules allow reps to absorb content at their own speed, while live virtual sessions create opportunities for discussion and role-play without requiring travel.

Kutler highlighted this shift, explaining, “You’d be silly not to leverage virtual training because there’s a lot of different ways you can ‘skin a cat.’ You don’t always have to be together. This blended learning approach is much more valuable. It gets people engaged more.” (3:36-3:53)

The key to success is finding the right mix. Relying too heavily on virtual learning risks losing the personal connection and real-time feedback of live training. On the other hand, relying too heavily on in-person sessions can be inefficient, especially for large teams spread across different regions. A strong training program blends digital methods with live coaching and practical application, ensuring reps stay engaged while getting essential hands-on experience.

The Role of AI in Sales Training

One of the biggest challenges in training sales teams is providing reps with enough practice before engaging in real conversations. Traditional role-play exercises are great, but they require time and resources often unavailable at large organizations—AI-driven role play tools, like Quantified, bridge that gap.

Emphasizing the importance of practice, Kutler stated, “When you have an engaged learner, they’re going to learn more because they’re more open. They want to be better in front of their customers. They’re going back to the tool and practicing more, and that’s what you want them to do.” (17:00-18:48)

By simulating real sales interactions, AI role play tools allow reps to practice key conversations on their own schedule. More importantly, these platforms offer immediate feedback on messaging, tone, and delivery—something that’s difficult to achieve at scale with human coaches. Trainers can then use this data to personalize coaching, focusing on areas where each rep needs improvement.

This type of practice can make a measurable difference for pharmaceutical sales teams, where conversations often involve complex clinical information. When reps have the chance to refine their approach before speaking with healthcare professionals, they enter meetings with more confidence and a stronger command of the material.

Related: How AI and Innovation Are Reshaping Pharma Sales Training in 2025

Breaking Down Silos Between Teams

Success in pharmaceutical sales training isn’t just about individual performance—it depends on how well different teams work together. Medical science liaisons (MSLs), account managers, and sales reps all play a role in customer conversations, but the message can become inconsistent if they aren’t aligned.

Kutler spoke to this need for collaboration, saying, “No longer is it just a rep. You’re talking about sales representatives, MSLs, field reimbursement people, key account managers–this cross-functional team, you need to focus more on collaboration, communication, and shared goals.” (10:10-10:46)

When sales and medical teams receive training together, they develop a shared understanding of the company’s value proposition. Regular communication between the groups ensures that messaging stays consistent and customer needs are met from multiple angles.

Some companies have also started integrating cross-functional coaching into their training programs. Instead of practicing only with their managers, sales reps receive feedback from MSLs and account managers. This approach helps reps see the bigger picture and prepares them for more strategic customer conversations.

Looking Ahead

The way pharmaceutical sales teams are trained has changed, and there’s no going back to the old way of doing things. Virtual and hybrid learning models increase reps’ flexibility, AI-powered role play tools provide more frequent and consistent practice opportunities, and stronger collaboration across teams leads to better customer interactions.

Kutler summed it up nicely: “We’re not just training sales reps. We’re building confidence, refining skills, and ensuring our teams are truly prepared for the conversations that matter most.” (35:11-40:20)

The best training leaders aren’t waiting for change—they drive it. They have an opportunity to build programs that are more effective, more scalable, and better suited to the needs of today’s sales teams. Companies that integrate virtual learning, AI-driven coaching, and cross-functional collaboration are building stronger, more adaptable sales teams. Those who don’t? They risk falling behind.

To hear more from Kevin Kutler, watch the full webinar here.

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