Finalist
CONNECT: Turning Challenge into Change
Summary of work
CONNECT is a learning and development initiative for sales professionals within Sanofi’s Speciality Care business unit. It comprises a wealth of training materials and resources which are all designed to support teams in providing the most valuable customer experiences.
Launched in 2018, CONNECT was developed to drive commercial excellence for Dupixent – the business unit’s largest single brand. However, much of the skills-based content is applicable regardless of the therapy area or indication.
Between December 2020 and June 2022, CONNECT was an invaluable partner for Specialty Care sales professionals who were adapting to changes caused by the COVID-19 pandemic. The materials developed focused on embedding the skills and mindset necessary for reps to find success within a new working environment.
In the same period, these materials were communicated and shared through CONNECT branded channels, commanding a loyalty for CONNECT that has significantly driven the programme’s uptake and implementation.
And thanks to third-party benchmarking data, CONNECT has been able to track the progress of its Dupixent sales professionals across dermatology and respiratory indications. In both instances, quantitative performance metrics have increased year-on-year through 2020, 2021, and 2022 – coinciding with the development of targeted CONNECT training modules based on these third-party recommendations.
Judges’ comments
The CONNECT entry had great clarity on the changes and needs, plus a clear vision of the capabilities. The desired outcomes were clearly laid out and learning objectives are also set out well. It had great data on capabilities developed and improved business outcomes.
