Increase the sales Productivity

A world-wide organisation which in Europe has 45 sales personnel and 8 Managers (Top and Middle) shared by all the divisions and who constitute a Matriarchal structure in which the Objectives of the Divisions and the countries (which means that each sales person has to work, theoretically, a % of his time in different divisions: between 20% and 30% depending on the cases which complicates the management both for the sales person and for his boss.

How to guarantee growth "sustained at 10% a year, for the 3 coming years, optimising the cost (i.e. an improved ratio of Sales Figures / Sales costs).

• Implantation of Client Segmentation more operative than the existing one with respect to the sales force which has made easier the Orientation of Commercial Activities when the Strategy was introduced.
• Definition and Optimisation of Sales Processes for each segment type. Increase Market Share, Maintain Market Share, Developing relationships with Special Clients and Reduce Investment in low value segments.
• Each process includes 4 criteria (orientation) which determine the efficiency and the size of the teams: Technical Orientation, Client Size, Global Orientation and Proximity.
• Fixing competence levels to drive the processes in relation to the criteria.

• Restructuring has allowed both the Economic and Organisational Objectives to be reached.
• Redistribution of the staff for processes in function of the requirements of the Challenge, Time, Geography and personal Competences.
• Commercial results over and above Objectives due to a change in the $ to € rat.