Bausch & Lomb Case Study

Client Profile

Bausch & Lomb is one of the best-known and most respected healthcare companies in the world, with core businesses including contact lenses and lens care products, ophthalmic surgical devices and instruments, and ophthalmic pharmaceuticals.

The Opportunity

Bausch & Lomb identified an opportunity to offer formalized sales training and development to drive sustained business growth and maintain industry leading market share.

Optimé Approach

  • Diagnostic of current sales capability and effectiveness
  • Design and delivery of multi-year sales development program

Optimé Solution

A customized Enterprise-wide Sales Development training program.

Training Results

  • Strong participant engagement and alignment (85+% Top 2 Box Scores)
  • High engagement of Sales Organization and strong follow up for sustainability

Business Impact

  • 30+% annual business growth – well above industry
  • World-class employee commitment index
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Bausch & Lomb Testimonial

This is to share with you some of the results from your work with our Commercial Vision Care Sales Organization and the CLAD Group over the past 2 years. 

As you know, one of the true measures of training and development success is the impact on business results. I am pleased to report that the most recent sales trends in Bausch & Lomb Canada, business was up over 40% in Western Canada , 24% in Ontario and 17% in Quebec, a growth rate well above that of the industry. The impact to our people and sales development partnership has also been seen through the high engagement of our people at Sales meetings, follow up coaching and role playing that have contributed to sustaining the learning and changing their behavior. You very quickly built strong rapport and credibility with people in our Sales Organization - I would attribute this to your background as Sales practitioners, and to your sincere desire to help people grow their skills and grow the business. 

Based on these results, earlier this year I retained Optimé to design and deliver a customized Leadership Development program for country Leaders in our Canada Latin America Division, and again I can say that the early results have been excellent. There has been strong buy-in to the process, high level of participant engagement, very practical and customized learning as well as early indications of improvement in the region, working more closely as a High Performance Team. I just received the results of our Viewpoints survey that measures the Employee Commitment Index, a measurement that has been correlated to a company's financial returns. The results for the Canada and Latin America leadership team was 89%, well above the 75% considered world-class by the company that conducts this type of research. 

Thank you for your ongoing commitment and support. I look forward to a continued, mutually beneficial partnership with you and Optimé.

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