Executive Summary
GloryBee, as family-owned and operated honey and sweetener distribution company in the food industry, was pivoting from a retail to wholesale
focus. They wanted a Fractional VP of Sales to aid
in a major reorganization, including assessing sales staff, restructuring sales function, and putting the right sales leadership inlace to reduce cost and focus on profitable channels.
The Big Win
Complete reorganization of sales staff, resulting in a necessary 30% reduction in staff and significant cost reduction for the business.
Challenges
- Resistance to change
- Unnecessarily large, inefficiently organized sales staff based upon individual sales channels
- No unified sales function
- Hiring an industry experienced sales leader
Solutions
- Conducted over 25 in-depth sales assessments to understand the current sales organization and identify key areas for improvement
- Modified CRM, clarifying usage expectations for sales team
- Completed review of sales staff, which included 20 individual interviews
- Provided data-driven restructuring plan
- Made leadership recommendation and provided a variable compensation model
Testimonial
Our consultant was a skilled sales leader and sales organization professional who was able to assist us in an assessment that was valuable in determining how to improve our performance. The assessment was both personal and data driven, and all recommendations were spot on.
— Alan Turanski, President of GloryBee
Results
- Sales staff reduced from 24 to 16 positions providing a significant cost reduction
- Hired the right sales leader, provided thorough onboarding, and promptly transitioned responsibilities
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