Honey and Sweetener Distributor: Reducing and Reorganizing Sales Staff for Significant Cost Reduction

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.

Honey and Sweetener Distributor

Challenges

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

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