| Industry: | Professional Services
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| Client: | The sales organization of a multi-national firm.
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| 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.
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| 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
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| 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
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