Through procedural and structural optimization of the sales organization of a German telecommunications provider, we were able to increase efficiency and effectiveness.
Initial situation and objectives
- Historically grown organizational structures and undefined processes in Sales Support lead to problems in day-to-day and project business
- Large, cross-site synergy and standardization potential through previous integration
- Design of the sales organization including definition of processes, responsibilities and KPIs to improve sales performance
Approach
- Extensive situation analysis of business transactions and processes (interviews & monitoring)
- Analysis of the processes for the derivation of optimization possibilities
- Identification of essential needs for action and Quick-Wins
- Benchmarking for best practices
- Definition of the target processes incl. Interface definition
- Development of target organizational structure in interaction with defined target process
Results
- Processes are defined and documented. Interfaces are identified across all divisions and responsibilities agreed
- Adequate organizational structure is derived. Sales target image, KPIs and implementation roadmap have been agreed
- Outsourcing of selected business processes (potential analysis) is prepared