Optimization of sales organization

Through procedural and structural optimization of the sales organization of a German telecommunications provider, we were able to increase efficiency and effectiveness.

Initial situation and objectives

  • Historically grown organizational structures and undefined processes in Sales Support lead to problems in day-to-day and project business
  • Large, cross-site synergy and standardization potential through previous integration
  • Design of the sales organization including definition of processes, responsibilities and KPIs to improve sales performance


  • Extensive situation analysis of business transactions and processes (interviews & monitoring)
  • Analysis of the processes for the derivation of optimization possibilities
  • Identification of essential needs for action and Quick-Wins
  • Benchmarking for best practices
  • Definition of the target processes incl. Interface definition
  • Development of target organizational structure in interaction with defined target process


  • Processes are defined and documented. Interfaces are identified across all divisions and responsibilities agreed
  • Adequate organizational structure is derived. Sales target image, KPIs and implementation roadmap have been agreed
  • Outsourcing of selected business processes (potential analysis) is prepared