Organization Effectiveness Transformation
OUR CLIENT'S ISSUE
Our client, a leading global manufacturer and marketer of specialty tool and equipment solutions, needed to make
significant changes within its field sales organization. Since the majority of sales are generated through a
network of franchisees, the field sales organization's role is to support the franchisees in selling
products and running successful independent businesses. For the past several years, company
revenue remained flat or declined while costs increased. Recruiting and retention issues among
field sales employees. And left many franchisees feeling the company was not providing the right type of support,
which resulted in dissatisfied or unprofitable franchisees and many missed sales opportunities due to difficulty
recruiting new franchisees.
THE CAPITAL H APPROACH
When Capital H Group was engaged to help with the field sales reorganization, the company had
already created a draft organization structure and sales delivery model based on their knowledge of future
business requirements. The client asked us for help designing, validating and implementing
the new organization's structure and roles - something that the company did not have the expertise or
resources to do themselves. Working closely with the client, Capital H Group:
- Identified critical business activities and capabilities necessary to achieve the business strategy
- Designed the organization structure, roles and sales support processes based on investment priorities
- Outlined capabilities and competencies required for success in new roles
- Facilitated the assessment and selection of employees for those new roles
- Designed a new sales compensation structure and bonus plan that aligned with the new strategic
direction
- Developed and facilitated the execution of a comprehensive implementation strategy, including training,
communication and change management activities
THE BUSINESS BENEFITS
Capital H Group helped the company to successfully implement a more efficient and effective field sales
organization, with very little disruption to revenue during the transition period. The company anticipates
revenue growth of 20-25%, increased profitability, and a decrease in franchisee turnover.