Operational Systems to Support the Business

Using the Role Framework as a foundation, the existing leadership processes, tools and organization can be evaluated, gaps can be identified, and refinement recommendations made.

With improved role clarity, the leadership processes can be streamlined and improved for functional effectiveness; existing tools can be refined and an overall tools strategy can be developed to most effectively support the sales leadership efforts; and the existing organizational structure can be improved.

Organizational change recommendations range from changing manager span-of-control, to refining the account/territory allocation methods, to introducing support roles for existing customer accounts.