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Life Sciences
Merial Customer Story

Merial Sales Motivation
Merial, a Sanofi company, is a world-leading, innovation-driven animal health company, providing a comprehensive range of products to enhance the health, well-being and performance of a wide range of animals. Merial employs approximately 5,600 people and operates in more than 150 countries worldwide. Its 2012 sales were more than €2.2 billion.

The Challenge

With the pharmaceutical industry under increasing strain due to increasing competitive pressure from patents expiring and low cost generics, Merial needed to up their game.  An innovative approach was needed to stay one step ahead.

Merial’s business challenge was increasing competition at a time when they were seeking to expand, resulting in declining motivation in the sales teams. It was feared that sales would fall if this wasn’t addressed with an effective development activity.

The Solution

The Sales-Motivations program was introduced to Merial through a business partner, Selling Best Practice Limited, to Nigel Slater, Sales Director. Selling Best Practice had previously worked with the Merial sales teams and knew that they already had great selling skills but was faced with many new challenges and helping the sales teams to keep motivated, to cope and to perform was vital to business success.

It was quickly identified that Sales-Motivations program would be a good fit for the challenge. Through their unique approach, in three months Sales-Motivations delivered extraordinary outcomes for Merial, resulting in a 30% increase in sales activity through boosting resilience and ability to cope with pressure.

This project subsequently won the Association for Business Psychology ‘Excellence in Performance Improvement’ category in the Association for Business Psychology Workforce Experience Awards. The awards focus on demonstrating how applying an understanding of the science of human behaviour can impact Workforce Experience and deliver commercial and practical value to organisations.