“Pareto provides the best of the best, time after time. Knowing that I can trust them to supply me with the candidates that I am looking for, takes a huge amount of strain out of our recruitment process.”

Michael Lynskey, Sales Force Effectiveness Manager

Background

Founded in 1886, Ethicon Endo-Surgery (EES), A Johnson & Johnson Company, develops and markets advanced medical devices for surgical procedures. The company specialises in equipment for use in general surgery, as well as in gastrointestinal health, gynaecology and to help with the causes, prevention, and treatment of obesity.

EES has the most technically competent sales organisation in the world, comprising of more than 600 associates in over 50 countries. The team works to promote and demonstrate the EES medical devices at hospital operating theatres around the world, helping to maintain the company’s number one position in the core markets and continuing the growth of Johnson & Johnson’s Medical Device & Diagnostics segment.

Sales Force Effectiveness Manager, Michael Lynskey was placed by Pareto Law in 1996. During his time with Ethicon Endo-Surgery, Michael has been successful in receiving a number of awards including Rookie of the Year, Johnson and Johnson, Australia and New Zealand 2001; 4th Ethicon Endo Surgery Sales Person of the Year 2003; EES UK Regional Sales Manager of the Year 2004; EES European Regional Sales Manager of the Year 2004 and Managing Directors Award EES UK 2006.

The Business Requirement

Michael and his team had previously worked to a recruitment plan of hiring experienced candidates from within the industry with a medical background and qualifications. Although this had proven to be an effective model, Michael felt that there was more to be achieved. He therefore decided to experiment with the graduate recruitment route and the idea of basing the process on personality and commitment rather than on qualifications and medical experience.

“Ethicon Endo-Surgery requires its sales recruits to be the best of the best and nothing less. A candidate should be highly intelligent and technically competent, but motivation, maturity and commitment to being the best are equally, if not more important in terms of the Johnson & Johnson recruitment specification.”

Michael Lynskey, Sales Force Effectiveness Manager

A Bespoke Recruitment Solution

EES first met with Pareto Law in 2004 and was immediately impressed with the company’s approach to hiring graduates based on their attitude and personality rather than on experience and qualifications. The two companies soon formed a strong working relationship with the first Pareto graduate being hired that same year.

Over the next three years EES recruited eighteen Pareto graduates through a combination of bespoke and generic assessment centres, with individual interviews held at locations across the UK. Once the right individuals had been hired, Pareto Law provided the training necessary to develop a successful sales team, from basic skills and account management, to negotiation techniques and bespoke development courses.

Two of the Pareto Law graduates quickly went on to be awarded the title of 'Newcomer of the Year – 2007' at Johnson & Johnson’s Ethicon Endo-Surgery UK Sales Awards, just months after joining the company.

Deborah Blanks and Magda Szymanska, who both joined the company in early 2006, were presented with the award for Ethicon-Endo’s Harmonic and Endo-Mechanical ranges respectively, having achieved 100% of sales targets in their first year. The awards recognised their sales achievement, compliance and attainment of PDR (personal development records).

“We were extremely pleased to see our Pareto recruits demonstrating so much success early on in their careers. Pareto has helped create a real buzz around the organisation, providing us with excited, enthusiastic and committed individuals and developing some first-class sales people to boost our teams,” added Michael.

The Pareto Law Approach

Pareto Law was founded on a belief that to achieve excellence you need the best. From thousands of CVs each application is read in detail, before candidates are narrowed down and contacted by telephone for a first informal interview. 

Successful graduates are invited to attend assessment days where they are interviewed and monitored by a team of experts backed by state-of-the-art psychometric testing. Following a further interview the candidate is briefed and put forward to a suitable prospective employer.

If successful, the graduate is offered a position and commences their new career with five days of intensive training facilitated by Pareto Law. The graduate will then return to Pareto for additional training and development throughout the early stages of their career.

Pareto Training also offers bespoke training to managers and seasoned sales professionals across all sectors, with modular training sessions covering areas such as presentation, negotiation, motivation, account management, cold calling and effective communication.

A Winning Combination

Ethicon Endo-Surgery, A Johnson & Johnson Company, wanted to change the ways of its recruitment process, refreshing the sales team while strengthening its leading position within its core markets.  As a result of the Pareto Law assessment, selection and training process, the company experienced growth in all of its territories leading to record breaking sales.  The company is building on this success with an ongoing programme of bespoke training courses.