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Boosting sales force effectiveness atITravelCO
Alex BeloshevskySantiago Córdoba
Eduardo Gomez RuizChaitanya Mehrotra
Marko StanojevicKathryn Wellemeyer
RPU Consulting Group
![Page 2: Boosting Sales Force Effectiveness at ITravelCO (IE Business School Case)](https://reader036.vdocuments.mx/reader036/viewer/2022070301/54583cf9af79594e128b4af7/html5/thumbnails/2.jpg)
Executive Summary
1• Problem and Causes
2• Project Goal and Deliverables
3• Methodology
4• Work Plan & Organization of Resources
5 • Our Team
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Problem
“
”
Observation: Variation of sales performance – as indicated by market share growth slowing down and sales force productivity – not explained by competitive position
The existing corporate structure and procedures do not support the sales force to
adequately respond to the changing market environment
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Internal Causes
People• Do you have the right people?• Are they trained properly?• Are incentives aligned to attract and retain top talent?
Processes• Are your sales processes/sales model maximizing selling time?• Do you know your most profitable customers?• Can you measure/compare offices’ performance?
Organizational Structure• Is the current organizational structure serving the corporate
objective?
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Market Environment
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Project Goal
Increase sales effectiveness to grow market share
“”
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Project Deliverables
ProcessesPeople Organization
Best Practices Manual
Standardized Training Program
Competitive Incentive Program
Customer Segmentation Framework
Role Descriptions and Responsibilities
New Organizational Chart
KPIs
Pilot Implementation and Final Implementation Plan
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Executive Summary
1• Problem and Causes
2• Project Goal and Deliverables
3• Methodology
4• Work Plan & Organization of Resources
5 • Our Team
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Methodology
Diagnosis Design Implementation
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Methodology
Diagnosis Select top performing countries and key clients from each region
Large Markets>5M bookings
Medium Markets1-5M bookings
Small Markets<1M bookings
Leader Europe, America Europe, Asia Europe, Africa
Equal Europe, LatAm Africa, America Asia, America
Follower Asia, America Europe, America Asia, America
Request preliminary information
Total: 6 America, 5 Europe, 4 Asia, 2 Africa, 1 LatAm
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Methodology
Diagnosis Identify the best practices across the target countries
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Methodology
Create standard procedures (training, sales, support, metrics, incentives, etc.)
Define the organizational structure
Define steps to create a global corporate culture which can foster a sense of belonging among the employees beyond their regional affiliations
Design clear communication strategy
Design
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Methodology
Host a regional meeting with regional director and GMs
Communicate and monitor the organizational buy-in
Implement the pilot – RPU will lead initial rollout, while training internal managers to complete the final implementation
Host a global meeting with key stakeholders
Collect and analyze feedback to define final implementation plan
Select one region to rollout a pilotImplementation
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Executive Summary
1• Problem and Causes
2• Project Goal and Deliverables
3• Methodology
4• Work Plan & Organization of Resources
5 • Our Team
![Page 15: Boosting Sales Force Effectiveness at ITravelCO (IE Business School Case)](https://reader036.vdocuments.mx/reader036/viewer/2022070301/54583cf9af79594e128b4af7/html5/thumbnails/15.jpg)
Dia
gnos
is Country selection & gather preliminary informationVisit 18 countries (key offices & clients)Complete data collection
Des
ign Define best practices
Define standard proceduresDesign a new organizational chart
Key deliverables Impl
emen
tatio
n Implement pilot program
Define full implementation plan
3 months 2 months 4 months
Work Plan
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Organizational Effort
• 6 consultants (2 weeks)
e
Kick-off Meeting
- 6 Consultants- ITravelCo Task Force
Diagnosis Phase (3 months)
- 6 Consultants- Key Stakeholders:- Regional Director- General Manager- Sales Director- Sales Team- Marketing Director- HR Manager- IT Manager- Customers
Design Phase (2 months)
- 6 Consultants (2 wks)- 2 Consultants (6 wks)- ITravelCo Task Force
Implementation Phase (4 months)
- 2 Consultants- Task Force- VP Sales- Regional Managers- General Managers
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Resources Needed
ITravelCO: 37.6 Man MonthsConsultants: 32 Man Months
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14 years of consulting experience including
IT and Telecom
30 years of experience in global companies
in industries such as Financial Services, Business Information, Sales and Marketing
POV from both sides: client and consultant
Why RPU Consulting Group?
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Alex BeloshevskySantiago Córdoba
Eduardo Gomez RuizChaitanya Mehrotra
Marko StanojevicKathryn Wellemeyer
RPU Consulting Group
![Page 20: Boosting Sales Force Effectiveness at ITravelCO (IE Business School Case)](https://reader036.vdocuments.mx/reader036/viewer/2022070301/54583cf9af79594e128b4af7/html5/thumbnails/20.jpg)
Supporting Slides
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Talent Management Wheel
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Process Metrics
Hiring Average hiring time, turnover rate
Training Training hours / employee, frequency
Sales Process Sales ($/employee), %selling time for sales force
Customer Management Customer segmentation
Incentives Performance evaluation, bonus, benchmark vs industry
Information Management Information flow time, business intelligence
Preliminary Information Requested