Case study
Revamping sales operations for a global battery manufacturer
Interim management helps reduce SG&A while providing an improved sales coverage model for manufacturer entering Chapter 11
Situation
A $3B global battery manufacturer had recently entered bankruptcy protection for a second time and needed to rapidly improve results. The company had a dysfunctional sales team and compensation structure and lacked real-time reporting of sales results at the rep and customer levels. Three disparate sales teams had not established a growth strategy and maintained an overlapping management structure.
Candela's Role
Our team developed a comprehensive new pay-for-performance compensation plan for the Americas sales organization with standardized action plans for all compensation payout activities. We also designed and implemented a new sales coverage model and KPI dashboards with IT to track real-time performance against plan for all participants.
Impact
The Battery Manufacturer reduced SG&A spend by $1.4M while building an improved sales coverage model. Candela successfully launched and managed the company's first-ever sales ops team, responsible for calculating all commission payouts for two quarters until interviewing and hiring full-time leaders for this function.
$1.4M
SG&A Reduction
$0
Revenue Decline
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