Strategic realignment of the sales organisation

Client:
Commercial enterprise

Challenge:

The company requests a strategic realignment and operationalization of sales. This is to be achieved on the basis of geocoded survey methods while usage of the marketing and sales budget is to be optimized systematically.

Core issues:

  • How could different sales organisations be used in the best possible way in different regions?
  • How could existing sales potentials be exploited in the best possible way?
  • How could marketing investments be used in the best possible way?

Our input:

  • Definition of a performance scoring.
  • Definition of new sales structures.
  • Development of an investment calculator for marketing investments.

Results:

  • New regional sales structure in various layers.
  • Integration of a sales performance cockpit.

Value-based partner management