Increased Stagnant Sales Force Morale & Productivity

Issue:
Our client was a small primary care company, with about 120 field sales and managers. As the company grew via organic growth and product acquisition, the sales force and its leadership grew in proportion. The organization had communication and morale issues within the sales force, and sales had started to level.

Approach:
We interviewed senior executives to assess their perspectives, needs and expectations. We also interviewed senior sales management to gain their perspectives, and reviewed sales and other provided data to uncover trends and other potential issues.

Insight:
The company’s growth over time was very good, but as organizations grow and change, so must the organization’s leadership grow and develop. Communication must also keep pace with growth, so that everyone understands the goals and takes steps to achieve them.

Action Steps:
We instituted a series of structured approaches and actions with Field Sales management, Home Office management, Training and Field Sales representatives, designed to improve leadership skills, training, and communication between Field Sales and Home Office.

Results:

• • The sales force morale improved dramatically, as seen in sales productivity (measurable sales increases), and anecdotally via sales force feedback surveys.
  • Over a three-year period, sales increased $90MM in both organic and acquisition growth, and the sales force increased from its original 120-person size to 250 primary care and specialty representatives and managers.