OUR TEAM'S EXPERIENCE
Structure for Sales Performance
Navigating Growth in a Rapidly Evolving Market
A global technology leader in the healthcare sector was operating in a dynamic, high-growth market marked by increasing competition and rapidly evolving customer needs. The commercial landscape was expanding—not only in terms of volume, but also in complexity. Opportunities were emerging across both established strategic accounts and an increasing number of smaller, fast-moving prospects. To capture this potential, the company recognized the need to shift from reactive sales execution toward a more structured and scalable approach.
Addressing Fragmentation in Sales Execution
Despite strong market demand, the sales organization lacked a cohesive operating model. Sales activities were largely ad hoc, with no consistent process, governance, or role clarity across teams. This fragmentation made it difficult to steer performance, align teams around common goals, or scale best practices across regions. It also created operational inefficiencies, as inconsistent ways of working led to internal friction and limited the organization’s ability to manage growing commercial complexity.
Building a Unified Sales Operating Model
To address these challenges, a structured transformation program was initiated. The foundation of the program was the design of an aligned sales process, structured around the customer buying journey and tailored to the realities of both global and local markets. In parallel, the commercial organization was restructured to provide greater role clarity, improve collaboration across teams, and eliminate overlaps. Governance structures were introduced to drive accountability, support decision-making, and ensure that commercial efforts could be tracked and managed more effectively over time.
Creating Visibility and Unlocking Commercial Potential
The transformation led to a step-change in how the organization managed its sales activities. Increased transparency in reporting created a clearer view of the pipeline and helped teams prioritize more effectively. With a consistent process in place, the organization was able to pursue a broader range of opportunities, improve win rates, and reduce internal stress caused by ambiguity and misalignment. The new model provided a scalable foundation for continued growth in a competitive and fast-evolving market.
