Sector:
Medical Products Distribution
Service Lines:
Go-to-Market Strategy, Commercial Organization
Client Situation
A $500M division of a U.S.-based top 3 medical products distributor was experiencing flat sales and internal commercial organization conflict
The division consisted of a legacy business and an acquired business, but the integration did not go well as both sales organizations were mostly left intact
How We Helped
Completed interviews to get views from across the business on sales and organizational performance
Developed a robust fact-base on sales, customers and product data, and salesforce performance (outside and inside sales), which had been a challenge due to a lack of systems integration
Interviewed numerous current and former customers to understand their experience in working with the company
Drafted several organizational options that would address the challenges and bring an integrated commercial team together
Conducted workshops and collaborated with the leadership team to generate consensus on a preferred option, and drafted an action plan to move forward
Result
Client implemented the new commercial organizational model
Short-term wins included improvements in sales and margins due to elimination of sales and pricing conflicts
Created new roles in technical sales, and clarified roles for outside and inside sales, all of which alleviated frustrations of the sales organization and aligned the organization with target customer segments