Berger & Associates
Organizational Restructuring
/ Re-Engineering
 Condition
As a sales manager, corporate executive or business owner, you are
likely to be faced with many challenges. Some of those may be associated
with your field sales organization and its overall performance and
profitability. You have done an effective job of recruiting, hiring and
training the most qualified candidates for the job. You also designed and
implemented a sales compensation plan that will drive the desired behavior
and ensure the long-term success of your company.
Problem
Despite your having done an effective job of hiring, training and
deploying your field sales resources, you continue to experience
lower-than-acceptable levels of revenue and profit growth. Without a
significant restructuring of your field sales organization, your company’s
future may be in jeopardy because your cost of sales is disproportionate
to your current revenue trend. Or perhaps you have completely saturated a
specific geographic territory, and the high cost of sales does not justify
the expense of a dedicated sales resource. If left unaddressed, these real
business issues will only worsen.
Solution
At Berger & Associates, we are acutely aware of the cause-effect
relationship associated with rising sales costs and declining revenue and
profit. Under those circumstances, there may be no other viable option
than to consider a restructuring initiative. That is a scenario that no
company can afford to ignore.
As your strategic partner, we
will establish a clear understanding of your overall revenue and profit
objectives. We do this in order to determine the appropriate actions to
take to reverse any negative trends attributed to your sales organization.
We will also conduct an in-depth analysis of your sales organization’s
operational and performance data with an emphasis on current revenue
production, market share, revenue potential and cost of sales relative to
overall business goals and objectives. As appropriate, we will develop and
implement a sales deployment model that achieves the desired revenue,
market share and financial objectives, as well as HR/legal department
approval. We will also develop and implement sales strategies and tactics
for the resulting sales organization. Both top- and bottom-line performance
improvement is possible with this approach.
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