CASE STUDY – Putting Culture at the Center of a Sales Force Reorganization at Boehringer Ingelheim Animal Health

16 October 2018


After joining forces with Merial in 2017, Boehringer Ingelheim’s Animal Health sales organization doubled in size, combining a diverse set of animal health products, customers, and sales resources on a global scale. This presentation highlights the key elements of BI’s ongoing integration in the US, including its efforts to retool sales methodology, CRM, incentives, and its coaching platform. Special emphasis is given to the role of culture, which BI has made a centerpiece of its integration strategy.

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