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„Restructuring the sales organization for a leading medical device manufacturer“ Initial situation Company:

 Historically grown sales organization with inefficient regional sales structure

Leading specialist for medical devices

 Unclear roles and responsibilities between holding and subsidiary (competitive products)  Partially inefficient processes in the sales back office and customer care Project approach

Project topic: Corporate restructuring with focus on sales

 Analysis of the product and customer requirements and the potential performance of current sales processes and structures  Deduction of alternative sales strategies and a multi-channel approach based on the identified requirements  Phasing-in of call center into multichannel approach and processes

Project results Project target: Significant cost reduction while increasing performance in sales

 Enhancement of sales strategy and realization of cost savings through target-oriented streamlining of processes  Increase of revenue through better and more efficient customer development  Focusing of sales activities on complex and strategic products

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“Restructuring sales has a direct impact on sales and revenues. Many years of experience and the right political skills are needed to safeguard success. ” Christian zu Salm-Horstmar Managing Partner

Sales Organization  
Sales Organization  

Project results Enhancement of sales strategy and realization of cost savings through target-oriented streamlining of processes Increase of...