Industry: Professional Services

Client:

The sales organization of a multi-national firm.

Challenge:

The client needed to revive lagging sales and per project profitability. They faced the additional complication of transferring their 15-year entrenched independent representative network into an employee-based professional sales force. They could not risk losing sales momentum during the transition.

Intervention:

Wellesley Hills Group's consultant engaged a detailed analysis of the organization's:

• Sales history
• Compensation plans
• Territory segmentation
• Staffing
• Strategic objectives

After analyzing the organization, our consultant also coached the management team on how to present major changes to the sales force, including:

• The new organizational structure
• The organization's goals
• The new compensation plan

Results:

The transition from an independent representative sales force to a professional direct internal sales organization was completed on schedule. As a result:

• The greater than 10% upturn in sales exceeded management's expectations
• Per project profitability went up in one year by 25% to produce an additional $2 million in profit
• The new compensation plan helped to retain 90% of the existing sales force, and attrition was from underperformers