“Part of our growth is clearly attributable to the thought leadership Scott brought to the team.”

Sales Strategy Execution Propels Growth

The Need:

Essilor Labs is the world’s leading eyeglass lens provider with more than 100 labs across the United States—many acquired through acquisitions.

The company wanted to cohesively optimize the way its sales organization drove growth by:

• Creating a new go-to-market strategy that transitioned from independent local sales reps to a strategic national sales organization
• Executing on the strategy to differentiate Essilor as a premium provider
• Expanding the portfolio of services with new value from the company’s technology and eye care professionals (ECP) – and capturing bigger market share

The Solution:

Scott worked with Matt Jones, Essilor’s VP of organizational capability, to create a plan to transform the sales organization. This was rooted in:

• Leading the growth strategy and using the sales organization to effectively execute in the field
• Establishing a sales strategy centering on the organization’s primary differentiators—the combination of what they could sell and how they sold it
• Creating a new, uniform selling process with a more consultative approach that offered value-based solutions to ECPs
• Developing leadership, management, and coaching skills to cultivate capable sales talent
• Creating sales metrics and measurement systems to improve performance in territory planning, account management, and advancing opportunities in the pipeline

The Results:

• Essilor’s net sales increased by 74% in the first year.
• Revenue more than doubled over the course of the engagement.
• The company, which is listed on the Global 2000, Forbes’ list of the world’s 2,000 largest, most powerful companies, continues to thrive.
• In 2018, Essilor merged with industry giant Luxottica to form EssilorLuxottica, combining eye care and eyewear into one powerful company.