Employee Development: Novartis Ciba Vision
The Challenge
The Novartis Ciba Vision sales team of 37 salespeople was averaging 109% to their budget however the figures were skewed by their top performers and hid the fact that a significant number of sales staff were under achieving. In effect, Novartis Ciba Vision’s top ten salespeople were averaging 125% to target while the bottom 7 averaged only 92%.
Profiles International approached Novartis Ciba Vision and proposed a solution that would lead to a higher percentage of top performers in their sales team and thus improve sales results across the team as a whole.
What we did
Profiles International identified the key characteristics of the top (& bottom) performers within the Novartis Ciba Vision sales team. This provided a framework to identify top performers at the point of hiring, a framework to raise everyone’s performance to Top Performer level.
What was achieved?
The implementation of the Profiles International solution and enthusiastic exploitation of the results by Novartis Ciba Vision management and staff took product line from $1M p.a. to $1M per month. As a result total sales in the second year after implementation reached $10.5M. Three years after the implementation of the Profiles International solution, total sales reached $22M.
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