InsightFusion Rx

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Lisa Thompson

Sales Rep

Interaction INT-005 · Mar 5, 2026

Overall Score

68/100

Score Overview

Rubric Breakdown

Opening & Rapport

4/5

Observation

Opened with a reference to the previous visit, demonstrating relationship continuity.

Suggestion

Good rapport building. Ensure the agenda is clearly set to avoid the conversation drifting into unplanned territory.

Evidence

[00:00]“Dr. Martinez, great to see you again. I wanted to follow up on our conversation ...”

Product Knowledge

2/5

Observation

Used vague, superlative language instead of specific data. Called the product a 'game-changer' and described results as 'outstanding' without supporting evidence.

Suggestion

Always lead with approved data points. Replace subjective descriptors with specific trial outcomes and endpoints.

Evidence

[01:55]“The results have been outstanding. Patients are seeing dramatic improvements in ...”

Needs Assessment

2/5

Observation

Did not conduct a structured needs assessment. When the physician raised PBC interest, Lisa followed the lead without redirecting to approved indications.

Suggestion

When an HCP raises an off-label question, acknowledge the interest and redirect to approved indications while offering to connect them with medical affairs.

Evidence

[00:18]“I'm actually more interested in whether Clarovexa could work for my PBC patients...”

Objection Handling

2/5

Observation

Dismissed safety concerns rather than addressing them with data. Told the physician not to 'worry about cardiovascular risks' without citing specific safety data.

Suggestion

Always address safety concerns with specific data from the prescribing information and clinical trials. Never dismiss a safety question.

Evidence

[03:40]“I wouldn't worry about the cardiovascular risks with this one.”

Compliance & Regulatory

1/5

Observation

Multiple serious compliance violations: off-label promotion for PBC, failure to provide fair balance, use of non-approved promotional language, and dismissal of class-level safety warnings.

Suggestion

Immediate remediation required. Complete off-label promotion training and review the approved messaging guide for Clarovexa before any further field activity.

Evidence

[00:35]“We've been hearing great feedback from physicians who have been using Clarovexa ...”

Closing & Next Steps

3/5

Observation

Secured a trial commitment and left samples, but the close was built on a problematic foundation of non-compliant messaging.

Suggestion

Ensure all commitments are based on compliant, on-label conversations. Follow up with corrective fair balance information.

Evidence

[04:15]“I'll leave some samples and starter vouchers with your front desk.”

Empathy & Communication

3/5

Observation

Maintained a friendly, conversational tone but prioritized persuasion over balanced scientific communication.

Suggestion

Shift from a persuasive selling approach to a consultative approach that prioritizes the physician's clinical decision-making.

Evidence

[02:25]“The tolerability profile is excellent. Most patients handle it very well with mi...”

Coaching Focus Areas

On-Label Communication

Critical: Must stay within approved indications at all times. When HCPs ask about off-label uses, redirect to medical affairs.

Target: When asked about off-label use, respond with: 'Clarovexa is approved for [indication]. I can connect you with our medical science liaison team to discuss emerging research in other areas.'

Fair Balance Presentation

Must present balanced safety information including specific adverse event rates and class-level warnings.

Target: For every efficacy claim, include at least one corresponding safety data point from the prescribing information.

Approved Messaging Language

Must use only language from the approved promotional materials. Avoid superlatives and unsubstantiated claims.

Target: Reference the approved messaging guide before each call and use only pre-approved talking points and data claims.