“Jim MacDermott recently provided us with expertise and support in introducing a process for restructuring our sales operation into a more effective and cost efficient unit.

This support included templates for redesigned roles, an updated Management Structure and facilitation advice to successfully introduce and implement the new process and structure in the field.“

Derek Clarke, Sales Manager,
Nycomed Products Ltd

 

 


Case Study: Health Care Insurance Provider

Achievement

We restructured the organizations sales, marketing and customer services divisions into one cost effective, business building, client supporting unit.

Our Approach

We helped design, install a template for grading all customers in relation to their existing and potential earning return. We then introduced the most appropriate and cost effective servicing and business building model for each customer grade type.

A high impact, Needs Based Sales approach was assembled to secure additional quality business from higher grade customers and/or potential customers. This assembled the services of sales, marketing and customer services into one effective response unit.

The customer grading approach also enabled successful off loading of selected lower grade customers from direct field servicing to a restructured tele-sales team.

Job roles for all of the organizations people were re-evaluated, restructured and rewritten. Emphasis was on job holders taking on more activities, inputs as well as a greater focus on reducing operating costs.

Field Managers roles, in particular, were changed to include more actual key customer selling and negotiating, while Sales Representative roles had more territory management responsibilities built in.

The newly designed, more efficient structure and approach was installed and implemented by a small dedicated project team from the organization.

Results

The results within a six month period demonstrated not just significant cost savings but also a rise in sales and market share.