Depending on the business life cycle, demanded sales organization structure is different. Most Japanese companies are approaching period of maturity or decline, therefore, in most cases, sales expansion could not be realized by conducting the same sales activity as before. A widescale reform from strategy to sales organization, such as change of “Share expansion sales of high-growth period” to → “Sales to win over share during mature period”, or change of “Sales to win over share” to → “New demand creation sales”, etc. are required.
The strategy which deals with how sales organization should be reformed are designed for issues in each business. Important issues for reform, such as, new sales target acquisition strategy, execution strategy for new sales method with high-adoption potential, new customer acquisition route expansion strategy, price increase strategy, are clarified and the strategies are designed.
Prepare the system of sales method which should be applied throughout the company based the winning pattern created through applying PDCA during the pilot run. Also, at the same time, educate “in-company trainers”, who will in-turn educate the other members on the new method for company-wide application. Actually, by manualizing the achievement of the pilot team, along with educating in-company trainers who will become evangelists, an organization reform could be achieved in a short time.
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