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25% increase in customer centric sales preparation
27% increase in communication agility
20% increase in opportunity-focused active listening
Sanofi is an R&D driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. The Sanofi team is guided by one purpose: To chase the miracles of science to improve people’s lives; this inspires Sanofi to drive progress and deliver positive impact for our people and the communities it serves, by addressing the most urgent healthcare, environmental and societal challenges of our time.
"Very useful in our communication work, even essential for understanding opposing profiles and adapting our message more effectively."
A global leader in biopharma, Sanofi wanted to improve how its Dupixent sales team in France supports and advises healthcare professionals who prescribe treatment.
A key focus was emotional intelligence and empowering the team to better understand customer needs in those early sales conversations.
Objectives included:
Improved understanding of customer needs (better listening)
Better connections (adapting communication for different personality types)
High emotional intelligence (through self and other awareness)
Strong relationships with healthcare professionals throughout the customer journey
With an in-house team of 45 accredited Insights practitioners in France, Sanofi was well-positioned to leverage Insights sales-focused programme, Discovering Sales Effectiveness.
The Dupixent French sales team came together, including 50 hospital visitors, seven regional directors, the national sales director and the digital & transformation operations manager, for a full-day workshop.
Through practical application of the Insights Discovery model in a sales environment, participants explored how to strengthen their listening skills and authentically improve relationships with diverse personalities.
Through Insights Discovering Sales Effectiveness, Sanofi’s French sales team developed a deeper understanding of personality preferences.
The growth rates for behavioural change were between 20% and 27%, with the biggest improvement (27%) focused on communication agility: “Consciously flexing your communication style (pace, language, focus, and level of detail) to suit customers with different preferences, including those very different from your own.”
They learned how to adapt their communication approach when it mattered most, and they became proficient at uncovering hidden needs and opportunities during formal and informal conversations.
This resulted in better, more resilient long-term relationships with customers.
Feedback highlighted the practical value of the learning, particularly in understanding contrasting communication styles and adapting sales messages to different people.
Key outcomes included:
Enhanced self-awareness
Better personality recognition
More agile communications
Stronger listening skills
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