Case Study - Strategy Implementation

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Strategic Sales Team Reorganization

Client: Fortune 500 manufacturer

Goal:  Become more customer-focused

Strategic Implementation:
Merge sales organizations of two major divisions and inject more customer knowledge into the sales organization.

Action:
Worked with a large cross-functional client team. Led team through process to list and prioritize key areas needing change. Roeder Consulting addressed both structure and people:

Structure: Analysis of current situation; develop work plan; build logical argument for change.

People: Team building; navigate emotional aspects of change; manage executive expectations; communicate at many levels of organization.

Results:

• New sales organization successfully launched.
  
• Developed new internal support center to off-load activities that are more effectively and efficiently managed centrally.
  
• Focused use of specialist resources.
  
• Re-defined roles and responsibilities of individuals in sales organization to align actions with corporate strategic goals (including goal to become more customer-focused).
  
• Reduced number of corporate events sales organization is required to attend, resulting in multi-million dollar hard cost reduction and more time for sales organization to concentrate on selling.
  

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