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Change Management
Working with an international industrial
components company, we undertook a comprehensive
Business Transformation project led
by HORN's Sales
Force Consulting practice. Specifically,
HORN's mission was to help this client
to successfully implement two large-scale
organizational change initiatives, including
the installation of an entirely new
"Enterprise Resource Planning"
system and the redeployment of its sales
infrastructure.
The preliminary stages of this project included surveying the entire
organization on issues relative to change
readiness. HCAM was charged with customizing
a Change Readiness Survey that evaluated
the organization on five indices:
Organizational Readiness for Change Organizational Capability to Implement Change Individual Readiness/Acceptance of Change Individual Capability to Implement Change Organizational Communication
This survey was distributed to approximately
1,000 employees across North America.
HCAM then undertook a comprehensive
analysis of the data gathered and prepared
a report outlining and interpreting
the results.
The
results of this HCAM support effort are now being utilized by the client,
in concert with HORN's Consultants, for various training and development
interventions across the organization.
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Sales
Force Analysis
Working
with a large spirits distiller in Canada, HORN's Sales
Force Consulting group was engaged to conduct an analysis of their
sales model, focusing primarily on their deployment strategy.
HCAM
played a primary role in fulfilling this project, by providing various
analysis activities, including:
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Field observation of sales representatives
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Comprehensive customer interviews
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Discovery meetings and interviews
with sales representatives and management
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Analysis of the current sales deployment
model, including overall sales structure,
size and composition of sales territories,
individual job descriptions, and
reporting responsibilities
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Analysis of organizational sales
performance metrics
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A review of internal documentation,
training programs, sales force automation
and computer systems, and strategic
plans
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Research into industry/marketplace
best practices, trends, and standards
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Top-line modeling of alternative
deployment strategies
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Development of a detailed consulting
report and recommendations
The results of this preliminary project were then used by HORN's Consultants
to explore various training and consulting
solutions to assist the client in driving
toward targeted sales growth.
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