{"id":1851,"date":"2017-10-20T15:32:24","date_gmt":"2017-10-20T13:32:24","guid":{"rendered":"https:\/\/hattinger-buero.de\/?post_type=dt_portfolio&p=1851"},"modified":"2017-10-20T15:57:44","modified_gmt":"2017-10-20T13:57:44","slug":"managers-in-sales-from-the-gut-decisions-to-professional-choices","status":"publish","type":"dt_portfolio","link":"https:\/\/hattinger-buero.de\/en\/project\/managers-in-sales-from-the-gut-decisions-to-professional-choices\/","title":{"rendered":"Managers in Sales \u2013 from the gut decisions to professional choices"},"content":{"rendered":"

[vc_row type=”vc_default” full_width=”stretch_row” equal_height=”yes” content_placement=”top” css=”.vc_custom_1503324865255{margin-top: -50px !important;padding-top: 50px !important;padding-bottom: 50px !important;}” el_class=”praxishtg”][vc_column width=”1\/3″ css=”.vc_custom_1503301698162{margin-left: 32px !important;}”][vc_empty_space height=”50px”][vc_column_text]<\/p>\n

Managers in Sales<\/h2>\n

from the gut decisions to professional choices<\/p>\n

[\/vc_column_text][\/vc_column][vc_column width=”2\/3″ css=”.vc_custom_1503306507523{padding-top: 50px !important;padding-right: 40px !important;padding-left: 40px !important;background-color: #02649c !important;}” el_class=”praxisboxblau”][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Mission<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508506485317{padding-right: 32px !important;padding-left: 32px !important;}”]Restructuring the sales department \u2013 reappointment of sales functions[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Client<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507380942{padding-right: 32px !important;padding-left: 32px !important;}”]Trade\/approx. 1,500 employees[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Target group<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507420848{padding-right: 32px !important;padding-left: 32px !important;}”]Executives in the sales department: 6 Sales managers (SM), 14 district managers (DM)[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner][vc_separator color=”white”][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Question\/Issue<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507467064{padding-right: 32px !important;padding-left: 32px !important;}”]How do we ensure that the right employees occupy the key positions after the restructuring of the sales?[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Activities (with timeline, if required)<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507539804{padding-right: 32px !important;padding-left: 32px !important;}”]<\/p>\n

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  1. Workshops to communicate the new structure and the role changes associated with it in order to deal with the employees\u2019 own responsibility and their new fields of action
    \n…This gave the district managers a chance to deal with the new requirements before an assessment centre (AC) and to position themselves accordingly<\/li>\n
  2. AC with every district manager<\/li>\n
  3. Processing of the AC results by the personnel development in order to make the appropriate development offers<\/li>\n<\/ol>\n

    [\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Factors for success<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507631419{padding-right: 32px !important;padding-left: 32px !important;}”]<\/p>\n

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    • Top-down process: The SMs had to go through an AC themselves before their BMs had to do this<\/li>\n
    • Preparation of the BMs (see above) and thereby a fair process<\/li>\n
    • …trust in the implementing external consultant<\/li>\n<\/ul>\n

      [\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner][vc_separator color=”white”][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Duration of the project<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507672753{padding-right: 32px !important;padding-left: 32px !important;}”]6 months[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner][vc_separator color=”white”][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Particular aspects during the course of the project<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507752861{padding-right: 32px !important;padding-left: 32px !important;}”]<\/p>\n

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      • At the same time, a structured employee assessment process was introduced in the company.<\/li>\n
      • Of course there was some uncertainty among the existing managers as to whether they would keep their functions that could be \u201csoftened\u201d, but not fully eliminated through discussions.<\/li>\n<\/ul>\n

        [\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner][vc_column_inner width=”1\/3″][vc_column_text]Result<\/strong>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=”2\/3″][vc_column_text css=”.vc_custom_1508507838210{padding-right: 32px !important;padding-left: 32px !important;}”]<\/p>\n

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        • On an individual level: The district managers perceived the entire process as very transparent and fair and mostly embraced the procedure as personal position determination. The current group of BMs has gained security to act (a better standing in the advisory process).<\/li>\n
        • On a structural level: Job replacements and reappointments are made with a higher degree of professionalism. If necessary, a new job holder will receive support at an early stage in a targeted way and, therefore, they will achieve the required capacity much quicker.<\/li>\n
        • A new culture of recruitment decisions: away from gut decisions \u2013 to professional and transparent standards instead<\/li>\n<\/ul>\n

          [\/vc_column_text][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"

          Umstrukturierung des Vertriebs \u2013 Neubesetzung der Verkaufsfunktionen<\/p>\n","protected":false},"author":1,"featured_media":1793,"comment_status":"closed","ping_status":"closed","template":"","dt_portfolio_category":[23],"dt_portfolio_tags":[],"class_list":["post-1851","dt_portfolio","type-dt_portfolio","status-publish","has-post-thumbnail","hentry","dt_portfolio_category-portf-alle-en","dt_portfolio_category-23","description-off"],"acf":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/dt_portfolio\/1851","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/dt_portfolio"}],"about":[{"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/types\/dt_portfolio"}],"author":[{"embeddable":true,"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/comments?post=1851"}],"version-history":[{"count":0,"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/dt_portfolio\/1851\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/media\/1793"}],"wp:attachment":[{"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/media?parent=1851"}],"wp:term":[{"taxonomy":"dt_portfolio_category","embeddable":true,"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/dt_portfolio_category?post=1851"},{"taxonomy":"dt_portfolio_tags","embeddable":true,"href":"https:\/\/hattinger-buero.de\/en\/wp-json\/wp\/v2\/dt_portfolio_tags?post=1851"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}