Project Scope

Horwath HTL, Austria was engaged to assist a client in re-structuring their sales department to enhance efficiency, align with strategic objectives, and drive revenue growth. The project required a comprehensive evaluation of the existing structure and processes, followed by the development of a tailored re-structuring plan.

The project began with an in-depth analysis of the current sales department. We assessed team roles, reporting structures, workflows, and performance metrics to identify strengths and inefficiencies. This evaluation included reviewing historical sales data, customer acquisition costs, and conversion rates to pinpoint areas requiring improvement. Stakeholder interviews provided additional insights into challenges faced by the team, such as unclear role definitions and resource allocation issues.

Based on this analysis, we designed a new organisational structure that optimised team alignment with the client’s sales goals. This included defining clear roles and responsibilities, implementing specialised sales functions (such as business development and account management), and introducing team leads to enhance oversight and coordination.

To support the re-structuring, we recommended updated processes and tools, including the integration of a customer relationship management (CRM) system to streamline tracking and reporting. We also proposed the introduction of performance metrics tied to individual and team goals, ensuring accountability and fostering a results-driven culture.

Training programmes were developed to equip the sales team with the skills and knowledge necessary to excel in their redefined roles. These included workshops on effective sales techniques, client relationship management, and leveraging technology to improve productivity.

The re-structuring process culminated in the implementation of the new structure and processes, supported by continuous monitoring to measure outcomes and adjust as needed. The result was a more focused and efficient sales department capable of driving sustained revenue growth while enhancing client satisfaction.

This project highlighted our ability to deliver tailored solutions that address complex organisational challenges, ensuring that sales teams are strategically positioned to achieve their full potential.

Project Location

DACH Region