article | June 25, 2014
How this Sales VP Flourished in his Company’s Restructure
Restructuring a sales organization is difficult. There are many reasons to do it. Poor performance, acquisition, and changing buyer behaviors proves the list is long. Pulling off a successful reorganization comes down to a few major strategies. To get a perspective, Matt Boice will share his insights. Matt recently went through a sales reorganization at his company.
Matt is the VP of Sales Operations for TEN: The Enthusiast Network. TEN is the premier source of special interest media. This includes brands like Motor Trend and Hot Rod. His sales reps sell advertising into extensions of these brands. He walks us through the restructuring and outcome:
TEN went through a recent reorganization for two main reasons.
Based on Matt’s interview, we put together a guide to help. Download the Sales Reorganization Tool. It will give you tips and techniques on how to:
Question: “Matt, when did you first hear about the restructuring?”
Matt: “The key was our CEO. He informed all his direct reports that we needed to rethink our sales organization. This was done through a series of group meetings. Although the CEO was driving a need for change, the Sales EVP embraced it. He made it his own idea. He got us involved early giving him suggestions on what would work.”
Question: “What are the key principals you have learned through this experience?”
Matt: “I found there are several areas that are critical to success:
Matt seemed to know how to handle a reorganization professionally. But how did Matt handle his personal change?
Question: “How did you handle your new geography/territory?”
Matt: “My responsibility didn’t change as much as my customers’ sales representation will change. We have to be sure we use a change management program with our customers. Any account transitions need to go through a detailed Change Management Process. This involves multiple levels of communication through the organization. For example:
Matt has been great in revealing what made him and his organization successful. I asked him one final question for a call to action:
Question: “What are the three key take-aways from your experience?”
Matt: “The three key areas everyone should be aware of when restructuring are:
Matt also had a comment as I walked out the door of his office. “Dan, make sure you tell your readers to embrace the new structure. The buyer is changing so much that if we didn’t restructure we would lose. Lose more sales, talent and customers.” Going through a restructuring? Is one looming? Download the Sales Reorganization Tool to get proven tips from a successful transition.
Please leave a comment with your successes and failures when you re-organized.