Sales Management System & Partner Alignment
Building a Structured, Global-Ready Sales Organization and Strengthening a Key Partner Relationship
The Client
A well-established manufacturer with a strong national sales and marketing organization, and the specialized partner it works with to bring a growing part of its product line to market.
Role
Sales Management System Designer and Growth Advisor. HMC led a structured, evidence-based engagement to redesign the client's sales organization, position it for international expansion, and strengthen coordination with its key partner.
Situation
The client already had a strong, well-established sales and marketing organization: a respected brand, a loyal distributor base, and a track record of results in its core market. Leadership's priority was positioning the organization for its next stage of growth, expanding internationally, scaling a hybrid direct-and-distributor model, and getting more value from a key partnership that hadn't yet reached its potential.
Approach
HMC's engagement combined rigorous diagnostic work with hands-on system design and coaching:
Sales Scorecard Diagnostic. Structured interviews with sales representatives, leadership, and cross-functional stakeholders, scored across the full range of sales management disciplines, from strategy and organizational design to compensation, pipeline management, and enablement.
Sales Organization & System Design. A redefined sales organization structure with clear roles and reporting lines spanning inside sales, field sales, channel management, and international sales, along with territory planning frameworks and a redesigned commission structure aligned to the company's highest-margin growth priorities.
Partner Coordination & Growth Support. A documented coordination framework with the client's key partner, covering lead handoffs and a regular joint review cadence, plus support for the search for a Global Sales Director to lead the organization forward.
Recommendations & Coaching. A prioritized set of recommendations across the sales organization, with hands-on coaching to help sales leadership put them into practice.
Results
A rigorous, evidence-based Sales Scorecard diagnostic across the full sales organization, process, and toolset
A redesigned sales organization structure built for global scale, spanning inside sales, field sales, channel management, and international sales
A redesigned commission structure aligned to the highest-margin growth priorities
A documented coordination framework with the client's key partner, in place of an informal, ad hoc relationship
Active support for a Global Sales Director search
A prioritized roadmap of recommendations, with coaching to help leadership put them into practice
HMC brings the same combination of rigorous, evidence-based diagnostic work and hands-on coaching to every sales management engagement, helping growth-stage companies build the structure, accountability, and partner relationships they need to scale with confidence.