Ipsen recognized at LTEN Excellence Awards 2026 for transforming field leadership through coaching

Empowering managers to drive meaningful change in healthcare

Ipsen has been recognized with a 2026 LTEN Excellence Award in the “Transformational Enablement” category, celebrating its innovative program“First-line Sales Managers coaching to drive scalable impact.”

This prestigious recognition highlights Ipsen’s ability to guide its teams through change with both effectiveness and empathy, ensuring sustainable impact across markets.

At the heart of this initiative lies a strong conviction: first-line sales managers play a critical role in shaping behaviors, strengthening execution, and ultimately improving patient outcomes.

A strategic shift: from activity tracking to behavioral transformation

Coaching practices varied across markets, and the objective was to refocus managers on developing capabilities and coaching.

This insight led Ipsen to redefine the role of first-line managers — moving from operational supervisors to true performance multipliers.

A scalable coaching ecosystem embedded into daily work

To address this challenge, Ipsen designed a structured, scalable Coaching Excellence Pathway, built around three complementary levels:

Foundational coaching to develop mindset and confidence
In-call coaching excellence to reinforce behaviors in real healthcare professionals’ interactions
Strategic coaching to connect field execution with strategic priorities

A key innovation was the integration of coaching directly into daily workflows through digital tools, enabling structured conversations, consistent tracking, and measurable progression over time.

“This approach goes beyond traditional training: it embeds coaching into everyday practice, ensuring that learning translates into real-world impact.”

Driving adoption through co-creation and change enablement

Recognizing the diversity of its global footprint, Ipsen adopted a co-creation approach involving more than 10 countries, ensuring the program reflected real field realities and cultural differences.

At the same time, the company actively addressed resistance to change by repositioning coaching as a development and performance accelerator, rather than a corrective tool.

“Coaching was initially perceived as a control mechanism. By reframing it as a growth opportunity, we strengthened engagement and ownership across teams.”

This combination of global standards and local adaptability enabled Ipsen to successfully deploy a consistent coaching culture worldwide.

Measurable impact at scale

The program has already delivered strong, measurable results across its early deployment phase:

50.8% adoption of structured coaching practices
+38% improvement in key selling skills proficiency
Rapid expansion toward global rollout across affiliates

Beyond these metrics, Ipsen observed tangible improvements in field execution, including more effective healthcare professional engagement and deeper clinical discussions.

“Coaching has become a strategic execution lever, enabling stronger alignment between global strategy and field impact.”

Investing in people to improve patient outcomes

This recognition reinforces Ipsen’s long-term commitment to developing its people and investing in learning as a driver of performance and innovation. By equipping field teams with coaching capabilities, Ipsen is not only improving execution — it is fostering a culture of continuous learning, agility, collaboration, and impact.

“Our ambition is to build a lasting coaching culture where every manager is empowered to develop their teams and deliver meaningful results for patients.”

Building on a track record of learning excellence

This award adds to Ipsen’s growing recognition in Commercial learning and development, including several major international distinctions received in 2025:

Brandon Hall Excellence Awards – Gold (Best Results of a Learning Program – microlearning with Qstream)
Brandon Hall Excellence Awards – Bronze (Best Certification Program – Product Knowledge certification)
Learning Technologies Awards – Silver (Best Learning Technologies Project – microlearning with Qstream)

Together, these achievements demonstrate Ipsen’s ability to design innovative, impactful learning solutions that deliver measurable results at scale.

The LTEN “Transformational Enablement” category recognizes organizations that successfully guide teams through change while ensuring long-term adoption and effectiveness.

Ipsen’s award-winning initiative exemplifies this ambition by combining:

Behavioral transformation
Operational integration
Global scalability
Human-centered change management

Ultimately, it reflects Ipsen’s commitment to empowering its people to make a meaningful difference for patients worldwide.

The Life Sciences Trainers & Educators Network (LTEN) is the leading global nonprofit organization dedicated to learning and development in the life sciences industry, including pharmaceutical, biotech, medical device, and diagnostics companies.

Founded in 1971, LTEN brings together a large international community of training professionals and learning leaders to share best practices, explore innovation, and advance the impact of education across healthcare organizations.

Through its annual conference, resources, and global network, LTEN plays a key role in shaping how companies develop their people to deliver better performance and ultimately improve patient outcomes.

Each year, the LTEN Excellence Awards recognize organizations and teams that are driving meaningful transformation in learning and development, highlighting initiatives that deliver measurable impact and set new standards across the industry.

At Ipsen, Commercial Learning & Development is how we turn science with purpose into conversations that matter. Every program we offer for our sales representatives and first-line sales managers (FLSMs) who coach them is designed to power confident and science-based HCP conversations.

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